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Sell - a Story of Transformational Marketing by Cook Andrew

Author:Cook, Andrew [Cook, Andrew] , Date: March 4, 2020 ,Views: 129

Sell - a Story of Transformational Marketing by Cook Andrew

Author:Cook, Andrew [Cook, Andrew]
Language: eng
Format: epub
Tags: Business & Money, Management & Leadership, Industrial, Marketing & Sales, Sales & Selling
Amazon: B00CI5YILC
Published: 2013-04-17T04:00:00+00:00


From an interview with Harvard Business School

Professor John Kotter

Leading expert on corporate change management

Selling Power, June 2007

Chapter 35:

How to use future oriented visions to create a shared sense of purpose

Pulling the team together

This is a very critical chapter for you and for your sales team’s success.

Sales are all about the future. It is hard for your organization to envision and support a future order since that opportunity lacks the tangible feel and substance of the actual work at hand and under contract. There is a strong tendency for the internal team to devalue potential opportunities. Salesmen have many, many stories of impossible orders that no one believed in, that they won and that turned out to be the most successful orders their company ever had.



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