Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

M

Mainstream-market buyers, 33–36

marketing to, 42–43, k46

and Sequence of Events, 189–191

and 72 percent zone, 43–45

Management:

and customer-focused behavior, 6–7

and premature closing, 59

(See also Sales managers; Senior executives/management)

Managers of users, 168

Managing pipelines and funnels, 207–216

Manipulation, 8

Market acceptance:

conversation as accelerator of, 45

early-buyer stage of, 29–33

mainstream-buyer stage of, 33–36

stages of, 30

Market conditions, 29

Marketing, 81–87

core content as responsibility of, 84–85

to early-market buyers, 33

feedback for, 85

interaction of sales and, 82–85

and leads, 124

to mainstream buyers, 33–36

objective of, 84

and requests for information, 125–126

responsibility of, 12–14

role of, 133

and Sales-Primed Communications, 132

SFs as responsibility of, 113

and selling architecture, 86–87

shared mission of sales and, 98

Success Story crafted by, 126

and Web customers, 85–86

Menus of business goals or problems, 126, 130

and funnel blockages, 227

for Key Players, 177

for new offerings, 249

and prospecting, 141, 143, 147

for VARs, 240

Microsoft, 69, 235

Milestones, 65

Mindshare, 124, 139, 161, 241

Moore, Geoffrey, 6, 30

Multiple contacts, 178

Westside Toastmasters on Meetup