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Scrum for sales = a B2B guide to agi...

Scherm, Michael J.

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Scrum for sales = a B2B guide to agility in organization, performance, and management /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Scrum for sales/ by Michael J. Scherm.
Reminder of title:	a B2B guide to agility in organization, performance, and management /
Author:	Scherm, Michael J.
Published:	Cham :Springer International Publishing : : 2021.,
Description:	xix, 255 p. :ill., digital ;24 cm.
[NT 15003449]:	1. "Agility" Is More Than a Buzzword. Why B2B Sales Organizations Must Become Even More Adaptive -- 2. From Agony to Agility: The Emergence of Scrum as a Leading Agile Framework -- 3. Customer Acquisition: Team Dynamics and the Soft Beat of the Drum -- 4. Opportunity Management: Managing Complexity and Ambiguity -- 5. Pipeline Management: Overcoming Our Reptile Brain -- 6. Managing the Agile Salesforce in Scrum -- Epilogue: Agile Is Dead--Long Live Agile.
Contained By:	Springer Nature eBook
Subject:	Sales management. -
Online resource:	https://doi.org/10.1007/978-3-030-82978-0
ISBN:	9783030829780

Scrum for sales = a B2B guide to agility in organization, performance, and management /
Scherm, Michael J.

Scrum for salesa B2B guide to agility in organization, performance, and management /[electronic resource] :by Michael J. Scherm. - Cham :Springer International Publishing :2021. - xix, 255 p. :ill., digital ;24 cm. - Future of business and finance,2662-2475. - Future of business and finance..

1. "Agility" Is More Than a Buzzword. Why B2B Sales Organizations Must Become Even More Adaptive -- 2. From Agony to Agility: The Emergence of Scrum as a Leading Agile Framework -- 3. Customer Acquisition: Team Dynamics and the Soft Beat of the Drum -- 4. Opportunity Management: Managing Complexity and Ambiguity -- 5. Pipeline Management: Overcoming Our Reptile Brain -- 6. Managing the Agile Salesforce in Scrum -- Epilogue: Agile Is Dead--Long Live Agile.

Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework "Scrum" should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.

ISBN: 9783030829780

Standard No.: 10.1007/978-3-030-82978-0doiSubjects--Topical Terms:

624757
Sales management.

LC Class. No.: HF5438.4 / .S34 2021

Dewey Class. No.: 658.81

Scrum for sales = a B2B guide to agility in organization, performance, and management /
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100 1 $a Scherm, Michael J. $3 3521625
245 1 0 $a Scrum for sales $h [electronic resource] : $b a B2B guide to agility in organization, performance, and management / $c by Michael J. Scherm.
260 $a Cham : $b Springer International Publishing : $b Imprint: Springer, $c 2021.
300 $a xix, 255 p. : $b ill., digital ; $c 24 cm.
490 1 $a Future of business and finance, $x 2662-2475
505 0 $a 1. "Agility" Is More Than a Buzzword. Why B2B Sales Organizations Must Become Even More Adaptive -- 2. From Agony to Agility: The Emergence of Scrum as a Leading Agile Framework -- 3. Customer Acquisition: Team Dynamics and the Soft Beat of the Drum -- 4. Opportunity Management: Managing Complexity and Ambiguity -- 5. Pipeline Management: Overcoming Our Reptile Brain -- 6. Managing the Agile Salesforce in Scrum -- Epilogue: Agile Is Dead--Long Live Agile.
520 $a Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework "Scrum" should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.
650 0 $a Sales management. $3 624757
650 0 $a Agile project management. $3 3409366
650 1 4 $a Sales/Distribution. $3 2179369
650 2 4 $a Business Strategy/Leadership. $3 1565354
650 2 4 $a Management. $3 516664
710 2 $a SpringerLink (Online service) $3 836513
773 0 $t Springer Nature eBook
830 0 $a Future of business and finance. $3 3443658
856 4 0 $u https://doi.org/10.1007/978-3-030-82978-0
950 $a Business and Management (SpringerNature-41169)