Selling Vision
Lou Schachter
and Rick Cheatham
McGraw-Hill Eduation, March 2016

Selling Vision provides a sales approach designed specifically to help you sell new products or services that require significant change in the way you do business.

Nearly every sales professional today is dealing with unprecedented change, at an unprecedented pace. Whether you’re transitioning from selling IT hardware to cloud solutions, dealing with innovative new pricing models, or serving new customers, this book gives you a powerful, proven sales strategy that will differentiate you from the competition. The authors’ proven program that integrates change-management and sales strategy will help you easily navigate and succeed in the new world of selling―and close more deals than ever.

About the Authors

Lou Schachter leads the global Sales Practice at BTS. He is responsible for ensuring client success and the growth of the practice worldwide, leading the 30-person global practice team, and driving thought leadership.

Lou is the co-author of the book, The Mind of the Customer: How the World’s Leading Sales Forces Accelerate their Customer’s Success, which was published by McGraw-Hill in 2006.

Lou and his colleagues at BTS work with sales leaders to create breakthrough gains by inspiring and equipping people to sell in a new way, faster. Before joining the BTS team, Lou had a long career in sales for professional services firms. His experience includes selling to Fortune 500 companies, small businesses, and large government institutions. He also helped lead the fast growth of a specialized communications firm. Earlier in his career, he was an investment banker.

He has been quoted or had articles included in such publications as Investor’s Business Daily, Sales & Marketing Management, Selling Power, American Executive, Velocity, CLO (Chief Learning Officer) Magazine, Continental Airlines Magazine, and Inc.

Lou graduated from the Wharton School of the University of Pennsylvania. When not on airplanes, he lives in Los Angeles.

Rick Cheatham leads the Sales Practice at BTS for the United States. Rick is a partner for organizations who want to transform their sales teams. He works with clients to accelerate the execution of their sales strategies and leads a team of over 15 consultants.

During his time with BTS, clients such as Google, Salesforce, and IBM have come to appreciate his collaborative style and trust his insights on how to transform their sales forces.

Rick has been a sales leader for both regional and global account teams and ultimately led an entire sales organization, which carried over $1B in revenue responsibility, through a significant restructuring and shift in the definition of sales excellence. Rick has also held marketing, finance and operations roles, which contribute to his holistic mindset.

Rick has a BS in Biology from Baylor University and lives in Austin, TX with his wife Jennifer and their four children. He can often be found mountain biking on the Barton Creek Greenbelt, paddle-boarding on one of the lakes, or in one of the local yoga studios (a necessity if you picked up the part about four kids).