TUM Library

"A Productivity Press book."

"The Agile philosophy has grown and achieved success initially through the Technology Design and Development teams of some of the world's largest organizations including Google, Netflix, and Microsoft. 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 amazing unique experiences. Sales teams are becoming disrupted by technology and the differentiated experiences marketing teams using Agile techniques are building for their customers online. Sales organizations have been looking for a way to avoid disruption and get back into the game with value. Agile is now starting to be adopted by sales teams, enabling these teams to revolutionize the way they engage customers with value and delighting experiences which result in greater value for the customer and themselves. This book outlines how Agile can help sales teams develop a culture of innovation focused on their customers. The book takes the reader through the customer 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. The book provides the reader insights into how to achieve sustainable change using real life case examples. The reader will also gain enjoyment and delight through the stories told and case examples provided"-- Provided by publisher.

Cover -- Half Title -- Title Page -- Copyright Page -- Dedication -- Table of Contents -- List of Figures -- Figure I.1 Agile Sales -- Figure 1.1 Pareto Principle and 80/20 Rule -- Figure 1.2 Persona Map -- Figure 1.3 Personal Map of Driven Bob -- Figure 1.4 Customer Contextual Interview Form -- Figure 1.5 Empathy Map -- Figure 2.1 Catch Ball Process -- Figure 3.1 Multi-Level RVMs -- Figure 3.2 Scrum Board -- Figure 3.3 Winson Group's Values and Behavior -- Figure 3.4 Team Behavior Change Tracker -- Figure 3.5 Burn-Up Watermelon Chart -- Figure 3.6 Ingham's Daily Operations Review Board

Figure 3.7 Ingham's Action List -- Figure 4.1 Quality Kanban Flow -- Figure 4.2 Push-Based Production System Overburdened -- Figure 4.3 Sales Pipeline -- Figure 4.4 Pull-Bases Sales Opportunity Pipeline Using Kanban Approach -- Figure 4.5 Sales Performance Bell Curve -- Figure 4.6 Sales Opportunity Kanban Using Post-Its -- Figure 4.7 Salesforce CRM Opportunity Kanban -- Figure 5.1 Deming Cycle -- Figure 5.2 Sprint Cycles -- Figure 5.3 Sprint Kanban -- Figure 5.4 Sprint Kanban Card -- Figure 5.5 PICK Chart -- Figure 5.6 5 Whys Root Cause Analysis -- Figure 6.1 Change Pareto Principle Bell Curve

Figure 6.2 Time Management Matrix (Covey, 1989) -- Figure 6.3 Front-Line Leader Standard Work Form -- Figure 6.4 Coaching Process -- Figure 7.1 The Customer's Journey -- Figure 8.1 Sales Pipeline Cohort Chart -- Figure 8.2 Key Elements for Understanding Your Customer -- Figure 8.3 CameraPro's Visual Customer Journey -- Figure 8.4 Customer Initial Perception -- Figure 8.5 Touchpoint Comparison -- Figure 8.6 Hard to Get Meeting Process -- Figure 9.1 Formal Pre-Meeting Question Planning Template -- Figure 9.2 Simple Bullet-Point-Checklist Approach -- Figure 9.3 Deep-Dive Questioning Iceberg

Figure 9.4 5 Whys -- Figure 10.1 Customer Journey Map, Signet -- Figure 10.2 Waterfall Chart -- Figure 10.3 Commercial Storytelling -- Figure 10.4 Hidden Costs of Poor Load Containment, Signet -- Figure 10.5 Tertiary Optimization Results, Signet -- Figure 10.6 Sales Excellence Maturity Index -- Figure 10.7 Signet Process Optimization Program -- Figure 10.8 Check-In Process -- Figure 10.9 Handling Objections with Abundance -- Figure 12.1 Financial Life Cycle -- Figure 12.2 Kano Model -- Foreword -- Preface -- Acknowledgments -- About the Author -- Introduction

1 Agile Sales Concept 1: Customer Understanding -- The Pareto Principle -- Living in Their Shoes -- Tools for Understanding Your Customer More Deeply -- The Persona Map -- The Contextual Interview -- The Empathy Map -- Service Safari -- Shadowing -- Suggested Actions for Customer Understanding -- 2 Agile Sales Concept 2: Hoshin Kanri -- Executive Level Plan -- Divisional Team Plans -- Department (Front-Line) Plans -- Individual Plans -- Lead and Lag Measures -- Suggested Actions for Hoshin Kanri -- 3 Agile Sales Concept 3: Scrum -- History of the Scrum -- In Sales

OCLC-licensed vendor bibliographic record.