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Target Opportunity Selling: Top Sales Performers Reveal What Really Works
book

Target Opportunity Selling: Top Sales Performers Reveal What Really Works

by Nicholas A. C. Read
December 2013
Intermediate to advanced
288 pages
7h 42m
English
McGraw-Hill
Content preview from Target Opportunity Selling: Top Sales Performers Reveal What Really Works

Index

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

Aberdeen Group, 135

Absolut, 214

Account management, 236–237, 296–297

Account plans, 148

Action, in F2F agenda, 29

Actors, Influence Maps for, 143–146

Advocacy, 121–122

Agenda section (F2F Meeting Planner), 29–30

Agendas, hidden, 166

Air2Water, 17

Airbus, 213–214, 224

Alamo, 224

Alcatel-Lucent, 72

Alignment trimester, 98–105

about, 77–78

formal dynamic criterion, 100–102

informal dynamic criterion, 102–105

resources criterion, 98–100

Allegiance, 162–178

of enemies, 167–168

of mentors, 177–178

of neutral people, 168–169

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Publisher Resources

ISBN: 9780071773072