CRC Press Agile Sales: Delivering Customer Journeys of Value and Delight

Product Description If you ever wondered if Agile methodology can be applied to a sales environment, then this is the book for you. A step-by-step process explained from the point of view of someone who has walked the walk, not just talked the talk. A compelling read for anyone who wants to elevate their sales approach above the crowd. –Ken Aitken Managing Director, SmartFreight The sales function, once believed to be exempt from the requirement to practice continuous improvement, is struggling. Now shaken by the age of e-commerce, sales teams are looking for answers. Agile Sales provides a path forward. –Robert Hafey Author, Lean Safety and Lean Safety Gemba Walks The Agile philosophy has grown and achieved success initially through the technology design and development teams of some of the world’s largest, most successful organizations. Recently, it has been adopted by the marketing departments of these organizations and others, and new techniques are evolving for defining, engaging, and providing customers with amazing and unique experiences. Sales teams are becoming disrupted by technology and the differentiated experiences marketing teams are providing for their customers online using Agile techniques. Sales organizations have been looking for a way to avoid disruption and get back into the game with value. Sales teams are now beginning to adopt Agile, which is enabling these teams to revolutionize the way they engage customers with value and delightful experiences that result in greater value for the customers and themselves. This book outlines how Agile can help sales teams develop a culture of innovation focused on their customers. This book takes the reader through the customer’s buying journey (Agile technique), outlining tips and tricks that have come from Agile deployments within sales functions to help them get started. The key benefit for the reader is the introduction of a proven philosophy and techniques that will help them avoid disruption, elevate themselves from the commodity trap, and achieve success again. This book provides the reader with insights into how to achieve sustainable change using real-life case examples. The reader will also experience enjoyment and delight from the stories told and case examples provided. Review "What a great little book! For the first time Continuous Improvement and Sales have been effectively brought together in a practical and highly readable way. It covers all the key topics in improving sales: clear team direction, exceptional culture, systematic approach, helping customers to improve, leader standard work, coaching and support of your sales team, as well as mapping customers’ personas and creating an empathy map. A must buy." Prof. Peter Hines, Founder, SA Partners and Shingo Publication Award Winning Author (Staying Lean and The Essence of Excellence) "The sales function, once believed to be exempt from the requirement to practice continuous improvement, is struggling. Now shaken by the age of e-commerce they are looking for answers. Agile Sales provides a path forward." Robert Hafey, Author, Lean Safety and Lean Safety Gemba Walks "An easy to read essential guide to the implementation of continuous improvement in the sales process with lots of practical tips and examples." Chris Butterworth, Shingo Publication Award Winning Author (4+1 and The Essence of Excellence) "If you ever wondered if Agile methodology can be applied to a Sales environment, then this if the book for you. A step-by-step process explained from the point of view of someone who has walked the walk not just talked the talk. A compelling read for anyway who wants to elevate their sales approach above the crowd." Ken Aitken, Managing Director, SmartFreight "To my knowledge, there is no better practical guide for applying Agile in a sales environment. This book is filled with practical tips, useful techniques and relatable stories for anyone who is working in a sal