Accountability: Finding Your Voice and clarifying values through; fueling your buyer's sense of power and control; how asking questions indicates trust by shifting; Patrick Fariss's story on affirming Shared Values through
Action: buyer feedback on the impact of your; buyers want to be stirred into; DWYSYWD and follow-through on promises with; Enabling Others to Act; set the example by aligning Shared Values with. See alsoTaking Action
Active listening
Affirming Shared Values: clarifying values by; Patrick Fariss's story on
AllSearch Professional Staffing
Amazon.com
American Girl
Animating the Vision: Daniel Burnham's story on; Enlisting Others by; the test drive example of; weaving the emotional connection for
Appeal to Common Ideals: answering questions in order to; Enlisting Others by; two paper shredding companies story on. See alsoCommon Purpose; Shared Values
Appreciation: Encourage the Heart by showing; Recognize Contributions by showing. See alsoMotivating
Ashley's story
Authenticity: celebrating with fun and; clarifying values with honesty and; to create authentic experiences for buyers; importance of inclusion in selling work
Awesome: creating a connecting experience that is; definition of
“Awesome connecting experience”: creating for the buyer a; as high standard essential to leadership; seller–buyer relationship required for an; using the Five Practices to create the. See alsoB2B buyer experience
B
B2B buyer expectations: to be heard ...
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