Articoli correlati a Together We Win: How Great Sales Teams Earn the Right...
Sinossi
A deal dies. No competitor won it. The buyer never said no. They just stopped moving, and eventually stopped answering.
The JOLT Effect told sellers what to do about buyer indecision. Together We Win is about who to be, and what leadership has to change so they can.
As Ted McKenna, co-author of The JOLT Effect, observes:
"Levitt's work in Together We Win further advances our understanding of how mindsets at the frontline matter now more than ever as buying continues to evolve, and, critically, how our old systems and processes often hold us back."
The problem isn't simply what sellers do. It's the systems, processes, and mindsets that shape how they sell.
Dixon and McKenna found that 40 to 60 percent of qualified, forecasted deals never move forward. Roughly half of those buyers aren't gone. They are stuck, and they could still move. The rest should have been disqualified months ago. Your forecast can't tell the difference, and neither can your reps, because nobody ever taught them to look.
So the answer is more. More activity, more pipeline, another platform, another certification. And when the quarter is closing, a discount. None of it works, because none of it touches the reason the buyer stopped.
The rep in that meeting did everything right by the standards they were trained on. They led with the company. They ran the demo. They logged the activity and moved the deal to the next stage. And the buyer, who came hoping this one would be different, learned that it wasn't.
Most of the time, selling is something a rep does to a buyer. That's the problem. Selling is a closed system, and the buyer is inside it, along with the manager, the CRM, the comp plan, and everything you have decided to measure. Change one part and the rest shifts. That system was built to produce sales. That's exactly why it doesn't. The purpose of selling isn't the sale. It's helping the buyer achieve strategic business results, which the buyer often can't name yet. That's the work: co-creating the outcome, not waiting for a requirement.
Together We Win names the doctrine behind the training and traces what it costs. Drawing on thirty years in enterprise sales, including the IDC research that helped define the practice of sales enablement, Lee Levitt gives sales leadership, RevOps, and enablement each a specific job.
Inside
- STUCK™: the five reasons buyers stall, and why none of them is your business case
- PATH™: perspective, authenticity, trust, and helm, and why two of the four are not the rep's to declare
- What to inspect instead of activity
- The CRM fields, comp plans, and pipeline reviews that quietly work against you
- A specific charter for enablement, and the conversation to have with your VP of Sales
Build the organization that lets your reps succeed.
With a foreword by Gerhard Gschwandtner, founder of Selling Power.
Praise
"Lee Levitt makes a point I've rarely seen made this clearly: sell means to give, not persuade, not close. This isn't a book about technique. It's a book about who you are when you walk into the room. Read it. Then look in the mirror."
Gerhard Gschwandtner, Founder and CEO, Selling Power
“The Buyer First mindset isn’t just for salespeople. Lee tells the stories of what happens when a leadership team hires, operates, and strategizes from a Buyer First mentality, and what happens when it doesn’t. Without it, the organization makes it virtually impossible for a rep to earn the trust a buyer needs to decide with confidence. Stop the madness!”
Carole Mahoney, Author, Buyer First
Lee Levitt has held senior roles at Oracle, Google, and multiple emerging technology and services firms, co-founded the Sales Enablement Society and leads the Acelera Group. He also wrote The Second Meeting.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
Risultati della ricerca per Together We Win: How Great Sales Teams Earn the Right...
Foto dell'editore
Together We Win (Paperback)
Print on DemandDa: Grand Eagle Retail, Bensenville, IL, U.S.A.
Valutazione del venditore 5 su 5 stelle
Paperback. Condizione: new. Paperback. A deal dies. No competitor won it. The buyer never said no. They just stopped moving, and eventually stopped answering.Dixon and McKenna put that at 40 to 60 percent of qualified, forecasted deals. Here's the painful truth: roughly half of those buyers weren't gone. They were stuck, and they could still move. The rest should have been disqualified months ago. Your forecast can't tell the difference, and neither can your reps, because nobody ever taught them to look.So the answer is more. More activity, more pipeline, another platform, another certification. And when the quarter is closing, a discount. None of it works, because none of it touches the reason the buyer stopped.The rep in that meeting did everything right by the standards they were trained on. They led with the company. They ran the demo. They logged the activity and moved the deal to the next stage. And the buyer, who came hoping this one would be different, learned that it wasn't.Most of the time, selling is something a rep does to a buyer. That's the problem. Selling is a closed system, and the buyer is inside it, along with the manager, the CRM, the comp plan, and everything you have decided to measure. Change one part and the rest shifts. That system was built to produce sales. That's exactly why it doesn't. The purpose of selling isn't the sale. It's helping the buyer achieve strategic business results, which the buyer often can't name yet. That's the work: co-creating the outcome, not waiting for a requirement.The JOLT Effect told sellers what to do about buyer indecision. Together We Win is about who to be, and what leadership has to change so they can.Together We Win names the doctrine behind the training and traces what it costs. Drawing on thirty years in enterprise sales, including the IDC research that helped define the practice of sales enablement, Lee Levitt gives sales leadership, RevOps, and enablement each a specific job.InsideYour reps already know how to do this work. This is a book about building the organization that lets them.With a foreword by Gerhard Gschwandtner, founder of Selling Power."Levitt's work in Together We Win further advances our understanding of how mindsets at the frontline matter now more than ever as buying continues to evolve, and, critically, how our old systems and processes often hold us back."Ted McKenna, co-author of The JOLT Effect and The Activator Advantage"Lee Levitt makes a point I've rarely seen made this clearly: sell means to give, not persuade, not close. This isn't a book about technique. It's a book about who you are when you walk into the room. Read it. Then look in the mirror."Gerhard Gschwandtner, Founder and CEO, Selling PowerLee Levitt has held senior roles at Oracle, Google, and multiple emerging technology and services firms, and co-founded the Sales Enablement Society in 2016. He is the Principal of The Acelera Group and the author of the sales fable The Second Meeting. Half your no-decision deals aren't gone. They're stuck, and your forecast can't tell the difference. A sales operating system for leadership, RevOps and enablement. Foreward by Gerhard Gschwandtner. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Codice articolo 9798996019335
Compra nuovo
EUR 24,78
Spedizione gratuita
Spedito in U.S.A.
Spedito in U.S.A.
Quantità: 1 disponibili
Foto dell'editore
Together We Win
Print on DemandDa: PBShop.store US, Wood Dale, IL, U.S.A.
Valutazione del venditore 5 su 5 stelle
PAP. Condizione: New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice articolo L0-9798996019335
Compra nuovo
EUR 24,79
Spedizione gratuita
Spedito in U.S.A.
Spedito in U.S.A.
Quantità: Più di 20 disponibili
Foto dell'editore
Together We Win: How Great Sales Teams Earn the Right to Guide
Da: California Books, Miami, FL, U.S.A.
Valutazione del venditore 5 su 5 stelle
Condizione: New. Codice articolo I-9798996019335
Compra nuovo
EUR 24,00
Spedizione EUR 2,69
Spedito in U.S.A.
Spedito in U.S.A.
Quantità: Più di 20 disponibili
Foto dell'editore
Together We Win
Print on DemandDa: PBShop.store UK, Fairford, GLOS, Regno Unito
Valutazione del venditore 5 su 5 stelle
PAP. Condizione: New. New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice articolo L0-9798996019335
Compra nuovo
EUR 21,96
Spedizione EUR 4,99
Spedito da Regno Unito a U.S.A.
Spedito da Regno Unito a U.S.A.
Quantità: Più di 20 disponibili
Foto dell'editore
Together We Win (Paperback)
Print on DemandDa: AussieBookSeller, Truganina, VIC, Australia
Valutazione del venditore 5 su 5 stelle
Paperback. Condizione: new. Paperback. A deal dies. No competitor won it. The buyer never said no. They just stopped moving, and eventually stopped answering.Dixon and McKenna put that at 40 to 60 percent of qualified, forecasted deals. Here's the painful truth: roughly half of those buyers weren't gone. They were stuck, and they could still move. The rest should have been disqualified months ago. Your forecast can't tell the difference, and neither can your reps, because nobody ever taught them to look.So the answer is more. More activity, more pipeline, another platform, another certification. And when the quarter is closing, a discount. None of it works, because none of it touches the reason the buyer stopped.The rep in that meeting did everything right by the standards they were trained on. They led with the company. They ran the demo. They logged the activity and moved the deal to the next stage. And the buyer, who came hoping this one would be different, learned that it wasn't.Most of the time, selling is something a rep does to a buyer. That's the problem. Selling is a closed system, and the buyer is inside it, along with the manager, the CRM, the comp plan, and everything you have decided to measure. Change one part and the rest shifts. That system was built to produce sales. That's exactly why it doesn't. The purpose of selling isn't the sale. It's helping the buyer achieve strategic business results, which the buyer often can't name yet. That's the work: co-creating the outcome, not waiting for a requirement.The JOLT Effect told sellers what to do about buyer indecision. Together We Win is about who to be, and what leadership has to change so they can.Together We Win names the doctrine behind the training and traces what it costs. Drawing on thirty years in enterprise sales, including the IDC research that helped define the practice of sales enablement, Lee Levitt gives sales leadership, RevOps, and enablement each a specific job.InsideYour reps already know how to do this work. This is a book about building the organization that lets them.With a foreword by Gerhard Gschwandtner, founder of Selling Power."Levitt's work in Together We Win further advances our understanding of how mindsets at the frontline matter now more than ever as buying continues to evolve, and, critically, how our old systems and processes often hold us back."Ted McKenna, co-author of The JOLT Effect and The Activator Advantage"Lee Levitt makes a point I've rarely seen made this clearly: sell means to give, not persuade, not close. This isn't a book about technique. It's a book about who you are when you walk into the room. Read it. Then look in the mirror."Gerhard Gschwandtner, Founder and CEO, Selling PowerLee Levitt has held senior roles at Oracle, Google, and multiple emerging technology and services firms, and co-founded the Sales Enablement Society in 2016. He is the Principal of The Acelera Group and the author of the sales fable The Second Meeting. Half your no-decision deals aren't gone. They're stuck, and your forecast can't tell the difference. A sales operating system for leadership, RevOps and enablement. Foreward by Gerhard Gschwandtner. This item is printed on demand. Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. Codice articolo 9798996019335
Compra nuovo
EUR 35,22
Spedizione EUR 33,16
Spedito da Australia a U.S.A.
Spedito da Australia a U.S.A.
Quantità: 1 disponibili
Foto dell'editore
Together We Win : How Great Sales Teams Earn the Right to Guide
Print on DemandDa: AHA-BUCH GmbH, Einbeck, Germania
Valutazione del venditore 5 su 5 stelle
Taschenbuch. Condizione: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - A deal dies. No competitor won it. The buyer never said no. They just stopped moving, and eventually stopped answering.Dixon and McKenna put that at 40 to 60 percent of qualified, forecasted deals. Here's the painful truth: roughly half of those buyers weren't gone. They were stuck, and they could still move. The rest should have been disqualified months ago. Your forecast can't tell the difference, and neither can your reps, because nobody ever taught them to look.So the answer is more. More activity, more pipeline, another platform, another certification. And when the quarter is closing, a discount. None of it works, because none of it touches the reason the buyer stopped.The rep in that meeting did everything right by the standards they were trained on. They led with the company. They ran the demo. They logged the activity and moved the deal to the next stage. And the buyer, who came hoping this one would be different, learned that it wasn't.Most of the time, selling is something a rep does to a buyer. That's the problem. Selling is a closed system, and the buyer is inside it, along with the manager, the CRM, the comp plan, and everything you have decided to measure. Change one part and the rest shifts. That system was built to produce sales. That's exactly why it doesn't. The purpose of selling isn't the sale. It's helping the buyer achieve strategic business results, which the buyer often can't name yet. That's the work: co-creating the outcome, not waiting for a requirement.The JOLT Effect told sellers what to do about buyer indecision. Together We Win is about who to be, and what leadership has to change so they can.Together We Win names the doctrine behind the training and traces what it costs. Drawing on thirty years in enterprise sales, including the IDC research that helped define the practice of sales enablement, Lee Levitt gives sales leadership, RevOps, and enablement each a specific job.InsideYour reps already know how to do this work. This is a book about building the organization that lets them.With a foreword by Gerhard Gschwandtner, founder of Selling Power.'Levitt's work in Together We Win further advances our understanding of how mindsets at the frontline matter now more than ever as buying continues to evolve, and, critically, how our old systems and processes often hold us back.'Ted McKenna, co-author of The JOLT Effect and The Activator Advantage'Lee Levitt makes a point I've rarely seen made this clearly: sell means to give, not persuade, not close. This isn't a book about technique. It's a book about who you are when you walk into the room. Read it. Then look in the mirror.'Gerhard Gschwandtner, Founder and CEO, Selling PowerLee Levitt has held senior roles at Oracle, Google, and multiple emerging technology and services firms, and co-founded the Sales Enablement Society in 2016. He is the Principal of The Acelera Group and the author of the sales fable The Second Meeting. Codice articolo 9798996019335
Compra nuovo
EUR 34,21
Spedizione EUR 35,00
Spedito da Germania a U.S.A.
Spedito da Germania a U.S.A.
Quantità: 2 disponibili
Foto dell'editore
Together We Win (Paperback)
Print on DemandDa: CitiRetail, Stevenage, Regno Unito
Valutazione del venditore 5 su 5 stelle
Paperback. Condizione: new. Paperback. A deal dies. No competitor won it. The buyer never said no. They just stopped moving, and eventually stopped answering.Dixon and McKenna put that at 40 to 60 percent of qualified, forecasted deals. Here's the painful truth: roughly half of those buyers weren't gone. They were stuck, and they could still move. The rest should have been disqualified months ago. Your forecast can't tell the difference, and neither can your reps, because nobody ever taught them to look.So the answer is more. More activity, more pipeline, another platform, another certification. And when the quarter is closing, a discount. None of it works, because none of it touches the reason the buyer stopped.The rep in that meeting did everything right by the standards they were trained on. They led with the company. They ran the demo. They logged the activity and moved the deal to the next stage. And the buyer, who came hoping this one would be different, learned that it wasn't.Most of the time, selling is something a rep does to a buyer. That's the problem. Selling is a closed system, and the buyer is inside it, along with the manager, the CRM, the comp plan, and everything you have decided to measure. Change one part and the rest shifts. That system was built to produce sales. That's exactly why it doesn't. The purpose of selling isn't the sale. It's helping the buyer achieve strategic business results, which the buyer often can't name yet. That's the work: co-creating the outcome, not waiting for a requirement.The JOLT Effect told sellers what to do about buyer indecision. Together We Win is about who to be, and what leadership has to change so they can.Together We Win names the doctrine behind the training and traces what it costs. Drawing on thirty years in enterprise sales, including the IDC research that helped define the practice of sales enablement, Lee Levitt gives sales leadership, RevOps, and enablement each a specific job.InsideYour reps already know how to do this work. This is a book about building the organization that lets them.With a foreword by Gerhard Gschwandtner, founder of Selling Power."Levitt's work in Together We Win further advances our understanding of how mindsets at the frontline matter now more than ever as buying continues to evolve, and, critically, how our old systems and processes often hold us back."Ted McKenna, co-author of The JOLT Effect and The Activator Advantage"Lee Levitt makes a point I've rarely seen made this clearly: sell means to give, not persuade, not close. This isn't a book about technique. It's a book about who you are when you walk into the room. Read it. Then look in the mirror."Gerhard Gschwandtner, Founder and CEO, Selling PowerLee Levitt has held senior roles at Oracle, Google, and multiple emerging technology and services firms, and co-founded the Sales Enablement Society in 2016. He is the Principal of The Acelera Group and the author of the sales fable The Second Meeting. Half your no-decision deals aren't gone. They're stuck, and your forecast can't tell the difference. A sales operating system for leadership, RevOps and enablement. Foreward by Gerhard Gschwandtner. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. Codice articolo 9798996019335
Compra nuovo
EUR 25,94
Spedizione EUR 44,39
Spedito da Regno Unito a U.S.A.
Spedito da Regno Unito a U.S.A.
Quantità: 1 disponibili
Immagini fornite dal venditore
Together We Win | How Great Sales Teams Earn the Right to Guide
Print on DemandDa: preigu, Osnabrück, Germania
Valutazione del venditore 5 su 5 stelle
Taschenbuch. Condizione: Neu. Together We Win | How Great Sales Teams Earn the Right to Guide | Lee Levitt | Taschenbuch | Englisch | 2026 | Acelera Group | EAN 9798996019335 | Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, 36244 Bad Hersfeld, gpsr[at]libri[dot]de | Anbieter: preigu Print on Demand. Codice articolo 136782981
Compra nuovo
EUR 25,75
Spedizione EUR 70,00
Spedito da Germania a U.S.A.
Spedito da Germania a U.S.A.
Quantità: 5 disponibili