The Second Meeting

Seven months in, Alex Mercer's pipeline looks healthy. Activity is high. And the deals still aren't closing.She's been measuring the usual things - calls, meetings, stage progression. She's starting to wonder if they're the right things.Most VP Sales know something has changed in how buyers buy. JOLT explains what to do about it. The Second Meeting asks the harder question: who do you have to be to lead through it?What changes when a leader stops measuring activity - and starts coaching her reps for presence? Sitting with the buyer. Listening without an agenda. Responding to what actually matters, instead of running the next play.The Second Meeting is a leadership fable about creating the space for the authentic, trusting relationships that help buyers get where they're trying to go.Who this book is forWritten for VP Sales, VP RevOps, and Heads of Enablement who sense the old metrics aren't telling the whole story. If Buyer First and Selling from the Heart live on your shelf, this belongs beside them - a story you'll read in an evening and put to work for years.

Pagina's: 156, Paperback, Acelera Group