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Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

V

Valentine, Charles, 66–68
Value
benefits of reinforcing, 12
creating, problem solving and, 7–10
creating, through vision, 61
defined, 11–12
delivering consistent, 15–17
high- and-low, and innovative vs. existing solutions, 97–100
importance of understanding what customers, 12–13
leadership strategies for delivering, 16
objective measurements of, 11–12
reinforcing, 17
subjective measurements of, 12
Value drains, 12
Value innovation, 92–100. See also Creativity
growth and, 96–97
sales leaders and, 97
Value propositions, 20–22
Vision
communicating, 61–62
creating value through, 61
sales leaders and, 81–84
Visuals, computer, 156–57
Von Hippel, Eric, 93

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