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.

Account(s):

industry-segmented, 129–131

major, 125–129

ownership of, 47–48

Account penetration, 185

Acquisition, customer, 185

Adjustments, 186 (See also Course corrections)

Alignment (see Company alignment)

B2B (business-to-business), 182

Boardroom objectives, 16–23

Branding, personal, 62

Business-to-business (B2B), 182

Buying behaviors, x, 2–3

and customer choice, 54–55

and direct sales, 33–35

identification of, 14–15

and market coverage, 21

and market mapping, 95

at opportunity level, 60

and owning the customer, 48–49 ...

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