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001440679 001__ 1440679
001440679 003__ OCoLC
001440679 005__ 20230309004655.0
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001440679 019__ $$a1282008586$$a1283852019$$a1287763238
001440679 020__ $$a9783030829780$$q(electronic bk.)
001440679 020__ $$a3030829782$$q(electronic bk.)
001440679 020__ $$z9783030829773
001440679 020__ $$z3030829774
001440679 0247_ $$a10.1007/978-3-030-82978-0$$2doi
001440679 035__ $$aSP(OCoLC)1281767796
001440679 040__ $$aYDX$$beng$$erda$$epn$$cYDX$$dGW5XE$$dEBLCP$$dNOC$$dDCT$$dOCLCF$$dOCLCO$$dOCLCQ$$dCOM$$dN$T$$dBRX$$dUKAHL$$dOCLCQ
001440679 049__ $$aISEA
001440679 050_4 $$aHF5438.4$$b.S34 2021
001440679 08204 $$a658.8/1$$223
001440679 1001_ $$aScherm, Michael J.,$$eauthor.
001440679 24510 $$aScrum for sales :$$ba B2B guide to agility in organization, performance, and management /$$cMichael J. Scherm.
001440679 264_1 $$aCham :$$bSpringer,$$c[2021]
001440679 264_4 $$c©2021
001440679 300__ $$a1 online resource :$$billustrations
001440679 336__ $$atext$$btxt$$2rdacontent
001440679 337__ $$acomputer$$bc$$2rdamedia
001440679 338__ $$aonline resource$$bcr$$2rdacarrier
001440679 347__ $$atext file
001440679 347__ $$bPDF
001440679 4901_ $$aFuture of business and finance,$$x2662-2475
001440679 504__ $$aIncludes bibliographical references and index.
001440679 5050_ $$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.
001440679 506__ $$aAccess limited to authorized users.
001440679 520__ $$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.
001440679 588__ $$aOnline resource; title from PDF title page (SpringerLink, viewed November 15, 2021).
001440679 650_0 $$aSales management.
001440679 650_0 $$aAgile project management.
001440679 655_0 $$aElectronic books.
001440679 77608 $$iPrint version:$$aScherm, Michael J.$$tScrum for sales.$$dCham : Springer, [2021]$$z3030829774$$z9783030829773$$w(OCoLC)1259049398
001440679 830_0 $$aFuture of business and finance.$$x2662-2475
001440679 852__ $$bebk
001440679 85640 $$3Springer Nature$$uhttps://univsouthin.idm.oclc.org/login?url=https://link.springer.com/10.1007/978-3-030-82978-0$$zOnline Access$$91397441.1
001440679 909CO $$ooai:library.usi.edu:1440679$$pGLOBAL_SET
001440679 980__ $$aBIB
001440679 980__ $$aEBOOK
001440679 982__ $$aEbook
001440679 983__ $$aOnline
001440679 994__ $$a92$$bISE