Figure 1-1: Selling Behavior

Figure 3-1: Market Acceptance of New Offerings

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

Figure 5-1: Integrating Marketing and Sales Targeted Conversations for Selling: Sales Force Automation

Figure 8-1: Solution Formulator Template

Figure 8-2: Solution Formulator-in-Progress

Figure 8-3: Solution Formulator Example

Figure 9-1: Vendor Evaluation

Figure 9-2: Success Story Components

Figure 9-3: Establishing Credibility: The Success Story

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

Figure 15-1: Grading Opportunities: Funnel Milestones

Figure 15-2: Funnel Management Examples

Figure 16-1: Funnel Management: Skills and Deliverables

Figure 16-2: Analyzing Funnel Blockages

Figure 16-3: Grading Opportunities: Pipeline Milestones

Figure 16-4: Sample Letter for Withdrawing a Proposal