Table of Contents, Transformative Sales Previous Section, Transformative Sales Next Section, Transformative Sales

Index

G

Gap in understanding (Valley of Mystification), 142
Generalists/specialists, 180, 191
Generic treatment of customers, 78
Gibbs, Joe, 163
Globalization, trend toward, 16
Global service program (decision criteria example), 140–141
"Going for the no," 89–90, 153
Go-to-market strategy. See Strategy
Great Wall Syndrome, 191, 193

The topics covered herein concern solution sales, consultative sales, and consultative selling.

Table of Contents, Transformative Sales Previous Section, Transformative Sales Next Section, Transformative Sales