Figure 1-1: Selling Behavior
Figure 3-1: Market Acceptance of New Offerings (Geoffrey Moore, Inside the Tornado)
Figure 3-2: Who Ends Up Selling to Whom?
Figure 3-3: Waiting for the Mainstream Market to "Get It"
Figure 3-4: Eliminating the Chasm: Helping the Mainstream Market "Get It" by Incorporating Sales Ready Messaging into Product Launches (Solid line curve = without chasm; broken line curve = with chasm)
Figure 5-1: Integrating Marketing and Sales Targeted Conversations for Selling: Sales Force Automation
Figure 10-1: Seeking to Gain Mind Space
Figure 11-1: Solution Formulator: Selling Overnight Delivery Services to a Law Firm
Figure 12-1: Opportunity Organization Chart: Middleware Opportunity - $50,000
Figure 12-2: Opportunity Organization Chart: Sales Process Automation - $500,000
Figure 12-3: Opportunity Organization Chart: ERP Deployment - $3 Million
Figure 12-4: Sales Call Debrief Questions
Figure 12-5: Sell Cycle Control Champion Letter (Email): Qualifying the Buyer
Figure 13-1: XYZ Software Sequence of Events