Heroes, Villains, and the Thrill of Professional Selling : Your Guide to Directing a Winning Buying Experience 9781642255461, 9781642255454
When thinking of sales, it’s easy to pick out the heroes and the villains, but Adrian Davis is here to spell it out in d
136 9 9MB
English Pages 192 Year 2023
Table of contents :
ACKNOWLEDGMENTS
FOREWORD
INTRODUCTION
ACT I: KEY CONCEPTS
CHAPTER 1
STORYTELLING AND MOVIEMAKING
CHAPTER 2
THE HERO’S JOURNEY
CHAPTER 3
THRILLER, ROMANCE, OR HORROR
ACT II: SALES PROCESS IMPLICATIONS
CHAPTER 4
THE INSIDE-OUTSIDER AND OUTSIDE-INSIDER
CHAPTER 5
THE DISCOVERY PROCESS
CHAPTER 6
STAKEHOLDER DEVELOPMENT
ACT III: APPLICATION
CHAPTER 7
THE HERO’S JOURNEY
CHAPTER 8
THE HERO’S JOURNEY
CHAPTER 9
THE HERO’S JOURNEY
CHAPTER 10
LESSONS LEARNED FROM HOLLYWOOD
ABOUT THE AUTHOR
GET IN TOUCH
ACKNOWLEDGMENTS
FOREWORD
INTRODUCTION
ACT I: KEY CONCEPTS
CHAPTER 1
STORYTELLING AND MOVIEMAKING
CHAPTER 2
THE HERO’S JOURNEY
CHAPTER 3
THRILLER, ROMANCE, OR HORROR
ACT II: SALES PROCESS IMPLICATIONS
CHAPTER 4
THE INSIDE-OUTSIDER AND OUTSIDE-INSIDER
CHAPTER 5
THE DISCOVERY PROCESS
CHAPTER 6
STAKEHOLDER DEVELOPMENT
ACT III: APPLICATION
CHAPTER 7
THE HERO’S JOURNEY
CHAPTER 8
THE HERO’S JOURNEY
CHAPTER 9
THE HERO’S JOURNEY
CHAPTER 10
LESSONS LEARNED FROM HOLLYWOOD
ABOUT THE AUTHOR
GET IN TOUCH
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