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List of Figures

Chapter 1: What Is customer-focused Behavior?

Figure 1-1: Selling Behavior

Chapter 3: Success without Sales-Ready Messaging

Figure 3-1: Market Acceptance of New Offerings (Geoffrey Moore, Inside the Tornado)
Figure 3-2: Who Ends Up Selling to Whom?
Figure 3-3: Waiting for the Mainstream Market to “Get It”
Figure 3-4: Eliminating the Chasm: Helping the Mainstream Market “Get It” by Incorporating Sales Ready Messaging into Product Launches (Solid line curve = without chasm; broken line curve = with chasm)

Chapter 5: Defining the Sales Process

Figure 5-1: Integrating Marketing and Sales Targeted Conversations for Selling: Sales Force Automation

Chapter 8: Creating Sales-Ready Messaging

Figure 8-1: Solution Development Prompter Template
Figure 8-2: Solution Development Prompter-in-Progress
Figure 8-3: Solution Development Prompter Example

Chapter 9: Marketing’s Role in Demand Creation

Figure 9-1: Vendor Evaluation
Figure 9-2: Success Story Components
Figure 9-3: Establishing Credibility: The Success Story

Chapter 10: Business Development—The Hardest Part of a Salesperson’s Job

Figure 10-1: Seeking to Gain Mind Space

Chapter 11: Developing Buyer Vision through Sales-Ready Messaging

Figure 11-1: Solution Development Prompter: Selling Overnight Delivery Services to a Law Firm

Chapter 12: Qualifying Buyers

Figure 12-1: Opportunity Organization Chart: Middleware Opportunity—$35,000
Figure 12-2: Opportunity Organization Chart: Sales Process Automation—$250,000
Figure 12-3: Opportunity Organization Chart: ERP Deployment—$2 Million
Figure 12-4: Sales Call Debrief Questions
Figure 12-5: Sell Cycle Control Champion Letter (Email): Qualifying the Buyer

Chapter 13: Negotiating and Managing a Sequence of Events

Figure 13-1: XYZ Software Sequence of Events

Chapter 15: Proactively Managing Sales Pipelines and Funnels

Figure 15-1: : Grading Opportunities: Funnel Milestones (m = no. of months; M = total no. of months; % = % complete)
Figure 15-2: Funnel Management Examples

Chapter 16: Assessing and Developing Salespeople

Figure 16-1: Funnel Management: Skills and Deliverables
Figure 16-2: Analyzing Funnel Blockages
Figure 16-3: Grading Opportunities: Pipeline Milestones (m = no. of months; M = total no. of months; % = % complete)
Figure 16-4: Sample Letter for Withdrawing a Proposal

Chapter 17: Driving Revenue via Channels

Figure 17-1: Desired Coverage
Figure 17-2: Actual Coverage

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