Selling a service or a product is about closing deals. As a sales professional, if you don't close, you're not making any money for yourself or your company. But closing won't happen without an approach that makes you stand out from the thundering herd of competition-one that can make you more valuable in the eyes of the customer.

In "The Four Faces of Sales," author John Orvos presents a unique, fresh, and practical approach to sales excellence. Drawn from his success as a sales leader in his own software company and from the years that followed, Orvos identifies, defines, and provides numerous examples of the four key steps, or faces, of sales-the sleuth, doctor, quarterback, and hero. His new sales approach facilitates success by building on what's known as personal value currency in the eyes of the customer.

This guide goes beyond giving you the typical "what to do" and "how to do it" advice. The right skill used at the wrong time will not yield any better results than the wrong skill will. "The Four Faces of Sales" explains what skills you need, teaches you how to execute these skills, and ensures you know precisely when to use them. You can create a positive, branded buying experience by taking the right actions at the right time.

Know how to lead and establish business agility in your organization. Benefit from clear, actionable steps based on change management truths that have been long underutilized and have limited the success of agile expansion into your business. This book provides a pragmatic framework for leading your business toward shifting to an agile mindset. Achieving Business Agility offers strategies and concrete examples to engage business executives and will teach you how to effectively execute these strategies. Whether you are a delivery executive, a change advocate, a consultant, a business leader, or a newcomer to agile, you will learn clear actions from a practical, business-oriented perspective that is vital to effect change and bring agile into your business. The book is structured in three sections. The first provides you with a deep understanding of each of four strategies. The second section tells the story of a company that applied these strategies through the eyes of several key players. The last section helps you get started applying what you learned in your own company. What You'll Learn Get the attention of your executives by alerting them to a company problem that can impact them personally and create a sense of urgency to address it Collaborate with your executives in a way that gets them to open up and to see how their operating model is a contributing cause to the company problem Demonstrate how your executives can specifically benefit from a new agile business operating model and address the company problem Create a reinforcement structure on a larger scale to establish agile as the new standard operating model in your organization Who This Book Is For Managers, business leaders, and consultants at/for large enterprises or small startups who want their company to better compete in today's fast-moving markets that present threats and opportunities at every turn. No agile expertise is required.

Selling a service or a product is about closing deals. As a sales professional, if you don't close, you're not making any money for yourself or your company. But closing won't happen without an approach that makes you stand out from the thundering herd of competition-one that can make you more valuable in the eyes of the customer.

In "The Four Faces of Sales," author John Orvos presents a unique, fresh, and practical approach to sales excellence. Drawn from his success as a sales leader in his own software company and from the years that followed, Orvos identifies, defines, and provides numerous examples of the four key steps, or faces, of sales-the sleuth, doctor, quarterback, and hero. His new sales approach facilitates success by building on what's known as personal value currency in the eyes of the customer.

This guide goes beyond giving you the typical "what to do" and "how to do it" advice. The right skill used at the wrong time will not yield any better results than the wrong skill will. "The Four Faces of Sales" explains what skills you need, teaches you how to execute these skills, and ensures you know precisely when to use them. You can create a positive, branded buying experience by taking the right actions at the right time.