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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 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 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 Enterprise Sales Future
- Figure 10.1: Integrated Business Development
The topics covered herein concern solution sales, consultative sales, and consultative selling.
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