Scrum For Sales

Many 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.

Learn how scrum can help in every part of your life Scrum—an organizing approach that exposes work progress and quality —is used all over the place in software development, but it’s not just for coders. Scrum For Dummies shows you how scrum can improve performance regardless of your industry or project. You can even use scrum to get tangible results in your personal projects—prepare for retirement, organize travel, and much more. Plan goals, releases, and sprints for all aspects of business and life. With Dummies, you’ll learn how to work flexibility and collaboration into anything you’re doing. This book is packed with helpful information to empower you to set up your first scrum project, organize the scrum team, integrate scrum into your agile project management strategy, and just make things work better. Learn the ins and outs of scrum—updated for the 2020 scrum guide Discover how scrum can help you manage projects in any industry and even in your personal life Organize your scrum team and set up your first project Integrate scrum into your agile project management strategy This updated edition of Scrum For Dummies is written to make scrum useful for everyone—especially you.

If you ever wondered if Agile methodology can be applied to a sales environment, then this is the book for you. A step-by-step process explained from the point of view of someone who has walked the walk, not just talked the talk. A compelling read for anyone who wants to elevate their sales approach above the crowd. –Ken Aitken Managing Director, SmartFreight The sales function, once believed to be exempt from the requirement to practice continuous improvement, is struggling. Now shaken by the age of e-commerce, sales teams are looking for answers. Agile Sales provides a path forward. –Robert Hafey Author, Lean Safety and Lean Safety Gemba Walks The Agile philosophy has grown and achieved success initially through the technology design and development teams of some of the world’s largest, most successful organizations. Recently, it has been adopted by the marketing departments of these organizations and others, and new techniques are evolving for defining, engaging, and providing customers with amazing and unique experiences. Sales teams are becoming disrupted by technology and the differentiated experiences marketing teams are providing for their customers online using Agile techniques. Sales organizations have been looking for a way to avoid disruption and get back into the game with value. Sales teams are now beginning to adopt Agile, which is enabling these teams to revolutionize the way they engage customers with value and delightful experiences that result in greater value for the customers and themselves. This book outlines how Agile can help sales teams develop a culture of innovation focused on their customers. This book takes the reader through the customer’s buying journey (Agile technique), outlining tips and tricks that have come from Agile deployments within sales functions to help them get started. The key benefit for the reader is the introduction of a proven philosophy and techniques that will help them avoid disruption, elevate themselves from the commodity trap, and achieve success again. This book provides the reader with insights into how to achieve sustainable change using real-life case examples. The reader will also experience enjoyment and delight from the stories told and case examples provided.

How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.

Brace yourself for plain talk about what's wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: inventories pile up; customers avoid visits from field salespeople; sales technology makes things worse; and commissions and bonuses drive salespeople to underperform. Roff-Marsh, a survivor of the hard-knocks world of sales, interlaces his old-school approach to leadership with a gentler understanding of human motivation. His examples, if sometimes strident, provide sound solutions. Even seasoned sellers, sales executives and CEOs will discover challenging new tactics and strategies for reinventing sales. getAbstract recommends Roff-Marsh's change-driven manual as an illuminating treatment of an alternative tactic for daring salespeople, sales managers, and senior leaders seeking an original and comprehensive sales strategy.

Escape “Zombie Scrum” and Get Real Value from Agile! “Professional Scrum and Zombie Scrum are mortal enemies in eternal combat. If you relax your guard, Zombie Scrum comes back. This guide helps you stay on your guard, providing very practical tips for identifying when you have become a Zombie and how to stop this from happening. A must-have for any Zombie Scrum hunter.” --Dave West, CEO, Scrum.org “Barry, Christiaan, and Johannes have done a magnificent job of accumulating successful experiences and sharing their inspiring stories in this very practical book. They don't shy away from telling it like it is, which is why their proposals are always as useful as they are grounded in reality.” --Henri Lipmanowicz, cofounder, Liberating Structures Millions of professionals use Scrum. It is the #1 approach to agile software development in the world. Even so, by some estimates, over 70% of Scrum adoptions fall flat. Developers find themselves using “Zombie Scrum” processes that look like Scrum, but are slow, lifeless, and joyless. Scrum is just not working for them. Zombie Scrum Survival Guide reveals why Scrum runs aground and shows how to supercharge your Scrum outcomes, while having a lot more fun along the way. Humorous, visual, and extremely relatable, it offers practical approaches, exercises, and tools for escaping Zombie Scrum. Even if you are surrounded by skeptics, this book will be the antidote to help you build more of what users need, ship faster, improve more continuously, interact more successfully in any team, and feel a whole lot better about what you are doing. Suddenly, one day soon, you will remember: that is why we adopted Scrum in the first place! Learn how Zombie Scrum infects you, why it spreads, and how to inoculate yourself Get closer to your stakeholders, and wake up to their understanding of value Discover why Zombie teams can't learn, and what to do about it Clear away the specific obstacles to real continuous improvement Make self-managed teams real so people can behave like humans, not Zombies Zombie Scrum Survival Guide is for Scrum Masters, Scrum practitioners, Agile coaches and leaders, and everyone who wants to transform the promises of Scrum into reality. Register your book for convenient access to downloads, updates, and/or corrections as they become available. See inside book for details.

PROJECT MANAGEMENT NEXT GENERATION Strategic guidance on enabling transformational change in the project management landscape In Project Management Next Generation: The Pillars for Organizational Excellence, a team of world-renowned project management leaders delivers an expert discussion on project management implementation in organizations of all kinds. The book explores 10 pillars of project management that will be critical for companies in the coming decade. It offers contributions from industry changemakers and thought leaders that provide the perfect balance between practical experience across a variety of programs, projects, and transformation initiatives. It’s a must-have title for practicing project managers who seek hands-on guidance and insightful case studies complete with discussion questions and instruction materials, including PowerPoint lecture slides and a full Instructors Manual on the companion website. In addition to the perspectives of several global commercial organizations on the project management industry’s future, readers will find: Thorough introductions to project management as a strategic competency and corporate project management cultures Comprehensive explorations of workforce upskilling and defining project success Practical discussions of flexible project management frameworks and flexible life cycle phases and project governance In-depth examinations of value-driven project management and metrics, as well as metrics for intangible assets, and strategic metrics Perfect for mid-level corporate, project, and team managers, as well as executives and business consultants, Project Management Next Generation: The Pillars for Organizational Excellence will also earn a place in the libraries of students in courses on advanced project management at the upper-level undergraduate and graduate levels.

THE PROJECT MANAGER’S GUIDE TO MASTERING AGILE Updated guide to Agile methodologies, with real-world case studies and valuable frameworks for project managers moving to Agile The Project Manager’s Guide to Mastering Agile helps project managers who are faced with the challenge of adapting their project management approach to an Agile environment, showing how these approaches can work jointly to improve project outcomes in any project, with discussion topics and real-world case studies that facilitate hands-on learning. It also provides project managers with the fundamental knowledge to take a leadership role in working with companies to develop a well-integrated, enterprise-level Agile Project Management approach to fit their business. The original edition of this book has been very successful and is used as a graduate-level textbook in several universities. This new edition builds on the success of the original edition and includes updated content from the latest PMBOK Guide, updated sections on stakeholder management, value-driven delivery, adaptive planning, and distributed project management, with an all-new chapter on Hybrid project management. It also includes new case studies on applying an Agile Hardware Development at Tesla and Project Management in a non-software environment. Sample topics covered in The Project Manager’s Guide to Mastering Agile include: Bridging the chasm in project management philosophies, impact on the project management profession, evolution of Agile and Waterfall, and learning to see Agile and traditional plan-driven project management as complementary to each other rather than competitive The roots of Agile and understanding Agile at a deeper level including the Agile manifesto from 2001, adapting an Agile approach to fit a business, and Scrum overview, roles, framework, principles, and values Time-boxing, Kanban, and theory of constraints, Agile estimation overview and estimation practices, and velocity and burn-down/burn-up charts Scaling Agile to an enterprise level, including challenges, obstacles to overcome, implementation considerations, management practices, and enterprise-level Agile transformations With comprehensive, accessible, and highly practical coverage of Agile, a leading project management platform, The Project Manager’s Guide to Mastering Agile is a highly valuable resource for professional project managers, students studying project management, and those studying for PMI’s Agile Certified Practitioner Certification (PMI-ACP).