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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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Index

Accounts receivable, 89

Advisers, 41, 67

Approach phase of Yes

articulating story, 34–36

audience, 33

creativity, 39–40

gatekeepers, 36

knowing geography, 36–37

making appointment, 32–33

strategy, 37–39

Board members, 41, 67

Business plans, 82–84

Channels, 41–42, 67–68

Chinese symbol for listen, 52

Closing a deal

how to close, 72–73

when to close, 71–72

Convince phase of Yes, 40–44

advisers, 41

board members, 41

channels, 41–42

employees, 42

existing customers, 42

financial institutions, 42

investors, 43

partners, 43

suppliers, 43

talent, 43–44

Customer development, 7

Customers, 42, 68

Deliver phase of Yes, 44

Direct approach, closing sale, 72

Employees, 42, 68

Engagement, 45

Entrepreneur-friendly sales model, 15–17

Entrepreneurial endeavor, ...

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