Disruption: A Salesforce Braves the Storm

Description

Disruption is unique — a work of sales fiction. Set against the recent pandemic, this fictional narrative centers around two main characters at one sales organization. Following the story of first-year rep Grace Devlin, readers reflect on and consider concepts related to prospecting, building customer relationships, using sales technology, identifying customer needs, negotiating, overcoming objections, closing, following up, after-sale service, and proactive and reactive account management, among many others. Readers also encounter Grace’s manager, Connor Botti, and gain insight into his perspective as he makes decisions about territory management, recruiting, compensation, oversight and empowerment, motivation, sales performance evaluation, interdepartmental relationships, and effective leadership. Disruption is designed for use in either sales or sales management courses, offering instructors maximum flexibility.