Lou Schachter and Rick Cheatham

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Lou Schachter and Rick Cheatham lead the sales practice at BTS, a global professional services firm supporting world leading businesses. They are the co-authors of "SELLING VISION: The X→XY→Y Formula for Driving Results by Selling Change" (McGraw-Hill; hardcover; March 11, 2015).

How to Get Your Staff to Successfully Execute Change

Smart CEOs respond to market shifts by changing the way they sell. This applies whether it’s flat revenue, new disruptive competitors, or changing customer expectations. But many organizations struggle during these transformations, as the people tasked with buying and selling the company’s new offering—both salespeople and customers—have a difficult time adapting to the company’s new identity.
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