O'Reilly logo

Slow Down, Sell Faster!, 2nd Edition by Kevin DAVIS

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Index

access control (Complex Buying Teams), 21, 24–26

account managers, 199 account reviews, 218–219

action (first appointments), 75, 76

agendas, 161

aikido, 193

annual reports, of companies, 64, 66

Anti-Sponsors (Complex Buying Teams), 26–27, 45–47

appointment letters, 82

Approved Vendor relationships, 220–223

Architect sales role, 16, 107–127

and buying criteria, 112–115, 124–126

and buying process, 109

coaching for, 247

creating unique solutions in, 127

identification of differentiators in, 116–118

and research, 109–112

reverting to, 146

toolkit for, 118–124

unique solutions designed in, 115–116

ballpark prices, 12, 86, 101–102

banks, 219

“best practices,” 211–212

Bistritz, Stephen, 42, 47

business-to-business salespeople, xxi

buying behavior, ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required