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.
List of Figures
Foreword
Preface
Acknowledgments
About the Author
Introduction
Chapter 1 : Agile Sales Concept 1 : Customer Understanding
Chapter 2 : Agile Sales Concept 2 : Hoshin Kanri
Chapter 3 : Agile Sales Concept 3 : Scrum
Chapter 4 : Agile Sales Concept 4 : Kanban
Chapter 5 : Agile Sales Concept 5 : Sprints
Chapter 6 : Agile Sales Concept 6 : Leader Standard Work
Chapter 7 : Agile Sales Concept 7 : Sales Process Aligned to Your Customer’s Buying Journey
Chapter 8 : Discovery
Chapter 9 : Research
Chapter 10 : Purchase
Chapter 11 : Delivery
Chapter 12 : Devotion
Chapter 13 : Leveraging
Conclusion
Bibliography
Index
