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List of Figures

Chapter 1: The World in Which We Sell

Figure 1.1: The Converging Forces of the Market

Chapter 2: Trapped in the Conventional Sales Paradigm

Figure 2.1: The Decision Challenge
Figure 2.2: The Decision Challenge—A Typical Customer

Chapter 3: A Proven Approach to Transformative Sales

Figure 3.1: The Progression to Change
Figure 3.2: Building the Bridge to Change—Developing Diagnostic Strategies
Figure 3.3: Integrated Business Development
Figure 3.4: Integrated Business Development
Figure 3.5: Value Leverage

Chapter 4: Discover the Quintessential Customer

Figure 4.1: Understanding the Business Drivers

Chapter 5: Diagnose the Multidimensional Problem

Figure 5.1: Conversational Expanders
Figure 5.2: Cost of the Problem
Figure 5.3: Conversation Expanders— Cost of the Problem

Chapter 7: Delivering on the Promise

Figure 7.1: Implementation Satisfaction Curve

Chapter 8: Performance Leadership

Figure 8.1: The Top Five Excuses for Sales as Usual
Figure 8.2: The Problem/Solution Matrix
Figure 8.3: Sales Training Self-Assessment

Chapter 9: Corporate Strategies

Figure 9.1: Integrated Business Development Process

Chapter 10: A Transformative Sales Future

Figure 10.1: Integrated Business Development

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

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