"Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change," co-authored by BTS Sales Practice leaders Lou Schachter and Rick Cheatham, was recently featured as #4 on Entrepreneur's list of "28 Top Business Books to Get Ahead in 2018." The list covers topics from data to "haters," and enumerates the foundational texts that every leader should be reading to prepare for the changes coming in 2018.
"Selling Vision" was also featured in by Inc. in "6 Small Sales and Marketing Changes that Drive Big Revenue." The article highlights small adjustments that produce major results, citing Schachter and Cheatham's book on the topic of ensuring a team has both alignment and understanding of the organization's overall goals.
"Selling Vision" provides a strategy for selling change that is both proven and accessible to all salespeople. Utilizing innovative change management strategies in their unique X-XY-Y selling methodology, Schachter and Cheatham provide a framework that can be leveraged to support major sales transformations. During this process, they examine the perspectives of customers, sellers, leaders and managers, highlighting the pivotal moments that indicate the success of the organization's change initiatives. "Selling Vision" acts as a roadmap for sales leaders taking on transformation, as well as a guide for managers to inspire change among their salespeople. To learn more about "Selling Vision," click here.