Table of Contents, Enterprise Sales
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Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

P

Pain analogy, 115
Pareto Principle (80/20 Rule), 164, 170
Pentagon contract, Joint Strike Fighter (JSF) program, 6–11, 17
Performance:
oversupply, 18
risk, 129, 130
value level, 71–73
Personal business development plan, 81, 177
Personality-driven syndrome, 170–171
Personal risk, 129, 130
Pharmaceutical industry (alignment model), 192
Playing against type, 89–91
Preparation:
"being prepared not to be prepared," 90–91, 157
importance of, 77, 98
Presentation:
conventional sales, 23
premature, 135
trap, 31–34, 38
Problem perspective, 56–57
Process:
risk, 129, 130
value level, 72–73
Product:
strategy, 197
value level, 71–73
Proposal document:
Deliver phase of sales process, 149–153
as instrument of confirmation, 149–151
as instrument of consideration, 151
training, 180–181
writing tips:
echoing customer's voice, 152–153
enlisting cast of characters, 151
going for the no, 153
writing for the invisible decision maker, 151–152
Prospecting, 23, 62

Table of Contents, Enterprise Sales
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