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Index

V

Valley of Mystification, 142
Value:
achievement, 70, 71, 157–160, 197
agreement, 70–71, 197
assumption, 69, 70, 197
cost/problem, and, 116
defined, 68
fat/loaded word, 132
levels of (product/process/performance), 71–73
leverage, 73
parameters, 133
proposition, 69, 70, 197
alignment around, 190–193
Discover phase and, 81
go-to-market strategy and, 187
self-knowledge of your, 80–83
Value creation sales model vs. price-based model, 205
Values/personal interest assessment, 172
Victim/perpetrator, 92
Vision, 193

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

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