The Canyon and the Crucible--The Competitive Evaluation
19
(4)
Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant
23
(18)
The Arsenal of Competitive Advantage
41
(8)
Section 2:The Solution--R.A.D.A.R.
R.A.D.A.R.-Simplifying the Complex Sale
49
(4)
Key 1-Link Solutions to Pain (or Gain)
53
(16)
Key 2-Qualify the Prospect
69
(8)
Key 3-Build Competitive Preference
77
(10)
Key 4-Determine the Decision-Making Process
87
(10)
Key 5-Sell to Power
97
(12)
Key 6-Communicate the Strategic Plan
109
(14)
Section 3: Strategies for Execution
Sixteen Opportunity-Level Sales Strategies
123
(14)
Changing Issues and Time-Based Sales Tactics
137
(8)
Ten Individual-Level Strategies
145
(4)
Selling at ``C-Level''--Calling on Chief Executives and Political Navigation
149
(14)
Section 4:Winning Before the Battle--Account Management
From Opportunity Management to Account Management
163
(8)
The Complex Sale, Inc
171
(1)
Notes
172
(1)
Bibliography
173
(2)
Index
175
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