Coaches (examples of legendary leaders),
163
Commoditization:
future chasm in marketplace (
vs. enterprise sales),
201,
202–203
impacting today's marketplace,
3–4,
19,
68
lack of differentiation between competing products,
13–14
as nonprescription product,
202
sales skills
vs. transactional efficiency and,
4
Communication, nurturing attitude in,
110
Complexity (converging force in today's marketplace),
3–6,
15–19,
69,
201
training/assessment, in determination of,
179
12-step success plan and,
179
"Creeping elegance" (expanding scope),
136–137
Critical success factors (CSFs),
59,
60
Customer(s):
business objectives of,
60
gap in understanding (Valley of Mystification),
142
oversimplification of enterprise transactions by,
14–15
profiling, creative example,
87–88