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Index

E

E-commerce software, 35
Early Adopters, 6, 31
Early-market buyers, 29–33
and artificial intelligence, 36
and Customer Focused Selling, 37
mainstream-market buyers vs., 42–43
and 72 percent zone, 43–44
and trade shows, 128
Email:
to Champions, 170–172
demand created with, 132
management oversight of, 227
marketing with, 85
prospecting with, 144, 147–148
Emotion, 57–58
Empowerment, buyer, 7–8
Errors, common sales, 196–197
Evaluating status, 210
Evaluation:
of leads, 133
of offerings, 116–117
“Event, question, player, action” (EQPA) question, 108, 154, 161
Executive (term), 142
Expertise, 55–56
Experts, 11

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