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Index

M

Mainstream-market buyers, 33–36
marketing to, 42–43, k46
and Sequence of Events, 189–191
and 72 percent zone, 43–45
Management:
and customer-focused behavior, 6–7
and premature closing, 59
Managers of users, 168
Managing pipelines and funnels, 207–216
Manipulation, 8
Market acceptance:
conversation as accelerator of, 45
early-buyer stage of, 29–33
mainstream-buyer stage of, 33–36
stages of, 30
Market conditions, 29
Marketing, 81–87
core content as responsibility of, 84–85
to early-market buyers, 33
feedback for, 85
interaction of sales and, 82–85
and leads, 124
to mainstream buyers, 33–36
objective of, 84
and requests for information, 125–126
responsibility of, 12–14
role of, 133
and Sales-Ready Messaging, 132
SDPs as responsibility of, 113
and selling architecture, 86–87
shared mission of sales and, 98
Success Story crafted by, 126
and Web customers, 85–86
Menus of business goals or problems, 126, 130
and funnel blockages, 227
for Key Players, 177
for new offerings, 249
and prospecting, 141, 143, 147
for VARs, 240
Microsoft, 69, 235
Milestones, 65
Mindshare, 124, 139, 161, 241
Moore, Geoffrey, 6, 30
Multiple contacts, 178

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