Westside Toastmasters is located in Los Angeles and Santa Monica, California
List of Figures
Chapter 3: Success without Sales-Primed Communications
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Figure 3-1: Market Acceptance of New Offerings (Geoffrey Moore, Inside the Tornado)
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Figure 3-2: Who Ends Up Selling to Whom?
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Figure 3-3: Waiting for the Mainstream Market to "Get It"
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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
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Figure 5-1: Integrating Marketing and Sales Targeted Conversations for Selling: Sales Force Automation
Chapter 10: Business Development—The Hardest Part of a Salesperson's Job
Chapter 11: Developing Buyer Vision through Sales-Primed Communications
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Figure 11-1: Solution Formulator: Selling Overnight Delivery Services to a Law Firm
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Figure 12-1: Opportunity Organization Chart: Middleware Opportunity—$50,000
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Figure 12-2: Opportunity Organization Chart: Sales Process Automation—$500,000
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Figure 12-3: Opportunity Organization Chart: ERP Deployment—$3 Million
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Figure 12-4: Sales Call Debrief Questions
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Figure 12-5: Sell Cycle Control Champion Letter (Email): Qualifying the Buyer
Chapter 13: Negotiating and Managing a Sequence of Events
Chapter 15: Proactively Managing Sales Pipelines and Funnels
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Figure 15-1: Grading Opportunities: Funnel Milestones (m = no. of months; M = total no. of months; % = % complete)
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Figure 15-2: Funnel Management Examples
Chapter 16: Assessing and Developing Salespeople
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Figure 16-1: Funnel Management: Skills and Deliverables
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Figure 16-2: Analyzing Funnel Blockages
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Figure 16-3: Grading Opportunities: Pipeline Milestones (m = no. of months; M = total no. of months; % = % complete)
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Figure 16-4: Sample Letter for Withdrawing a Proposal