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001			239305
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007			cr nn 008mamaa
008			211030s2021 sz | o |||| 0|eng d
020			_a9783030829780
024	7		_a10.1007/978-3-030-82978-0 _2doi
040			_aES-VaU _bspa _cES-VaU _dES-VaU
050		4	_aHF5438.4 _b2021 EB
100	1		_aScherm, Michael J. _eautor. _4aut _4http://id.loc.gov/vocabulary/relators/aut
245	0	0	_aScrum for Sales : _bA B2B Guide to Agility in Organization, Performance, and Management _cby Michael J Scherm
250			_a1st ed. 2021.
264		1	_aCham _c2021 _bSpringer International Publishing
300			_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
490	0		_aFuture of Business and Finance _x2662-2475
505	0		_a1. "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			_aMany 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.
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-030-82978-0 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE
988			_aSpringer_Business_2021
999			_c239305 _d239305