The Sales Innovators

How Modern Salespeople Thrive in The Age of Agentic AI. Second Edition.

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Front cover of The Sales Innovators, Second Edition, by Michael Scheelhardt: How Modern Salespeople Thrive in The Age of Agentic AI

The Sales Innovators, second edition, is a value-selling method for B2B sales professionals and the leaders who run them, built for the age of Agentic AI. Most sellers sell what the client has already decided to buy, against requirements the client has already written. The Sales Innovators do a different job: they find a growth opportunity in the client's own business that the client has not yet seen, and that their offering enables. That is the difference between a vendor and the person the client calls first.

What is in it

The Sales Innovators' Anatomy: a glowing figure whose feet stand for AI agents (Chapter 1), heart for breathwork and meditation (Chapter 2), mind for insight, strategy and point of view (Chapter 3), mouth for storytelling (Chapter 4), environment for gamification (Chapter 5) and the sky above for the maturity assessment (Chapter 6).
FeetAI research agents, and where they genuinely help.Chapter 1
HeartBreathwork, meditation and composure.Chapter 2
MindThe value-selling framework: Serendipity Walk, Customer Bug List, Business Plan Canvas.Chapter 3
MouthStorytelling, in six beats.Chapter 4
EnvironmentGamification, and why KPIs do not sell.Chapter 5
The Sky AboveMaturity assessments and the Sales Innovator Quotient.Chapter 6
The BecomingThe seat that owns the work, with a charter, measures and a compensation model.Chapter 7

The ladder the book describes

Sales InnovatorFinds the growth a client has not acted on, that your offering enables, and brings it as a strategic partnership opportunity rather than a proposal.
Key Account DirectorTrusted with the largest accounts. The top of a ladder measured by account size and revenue opportunity.
Account DirectorTrusted with larger accounts, works strategically across them, and owns the proposals that answer their requirements.
Account ManagerHolds a book of accounts and serves what those clients ask for.
BDRCreates the first conversation.
A game-changer for anyone serious about mastering sales in today's fast-evolving landscape.Anita Parer, CEO, Kyte Consulting
The Sales Innovators presents a fresh and much-desired focus on the modernisation of sales professionals and sales leadership: a must-read for all sales professionals.Thomas Gudman, Group CEO, NTI
A must for sales people in this new AI era. The Sales Innovators offers a fresh perspective on enhancing human performance in sales.David Barros, Practice Lead, Flexera
Scheelhardt has crafted something rare: a sales book that is both actionable and intellectually stimulating.Alicia James, Organisational Change Leader, ChangeITUp