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Episode from the podcastSLMA Live

Modernizing Sales Departments without Sales Productivity Dips While

Released Wednesday, 11th May 2016
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Everyone agrees that new realities of customer buying is driving changes in sales organizations and Cheatham discusses how to approach change and not get slammed in the process.In the book “Selling Vision” co-author Rick Cheatham takes us through the origins of the book and how change doesn’t have to mean one or two quarters of lower revenue when salespeople adjust. Change is a risky proposition for all sales organizations because change means confusion, hesitation and chaos as salespeople adjust to the company’s vision of a new sales approach driven by changed customer buying habits. RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
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