industry example (decision criteria), 141–142
quick-starting the salesforce, 172–174
example ("mother of all procurements"), 6–11
future chasm in marketplace (vs.
choosing your model (commodity vs.
transformative sale), 203–206
proven approach to, 39–73
identifying best practices, 41–43
primary elements (three), 43–44
Transformative sales leadership, 161–183
aligning phases to your unique situation, 166
focal point assessment (using problem/solution matrix), 166–168
behavioral assessment, 171
personal interests/values assessment, 172
from novice to expert (Dreyfus model of Skill Acquisition), 181–183
questions for business development team to answer, about each of the four phases, 168–169
training/quick-starting salesforce, 172–174
sales training self-assessment, 173
The topics covered herein concern solution sales, consultative sales, and consultative selling.