Westside Toastmasters is located in Los Angeles and Santa Monica, California
List of Figures
Chapter 1: The Ecosystem that We Sell in
Figure 1.1: The Converging Forces of the Market
Chapter 2: Caught in a Traditional Sales Model
Figure 2.1: The Decision Challenge
Figure 2.2: The Decision Challenge - A Typical Customer
Chapter 3: A Proven Method for Enterprise 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 Ideal 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 Commitment
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 Enterprise Sales Future
Figure 10.1: Integrated Business Development