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.
Page numbers followed by f indicate figures.
A
accountability, ownership and, 30, 31
acquisition
conversations, 17f
expansion messaging and, 32–33, 33f
with status quo bias, disrupt or defend, 6–16
with status quo bias, not disrupting, 21–24
with status quo bias defeated, 16–21
activity, messaging unequal to, 183f
anchor
of price increase with discount justified, 67
of price increase with timed discount, 55
pricing, 58–61
anchoring effect
Get The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
