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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Cheryl Geoffrion, Conrad Smith, Tim Riesterer, Erik Peterson

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ENDNOTES

Chapter 1

“Sales Benchmark Index indicates that nearly 60 percent of all qualified sales pipeline opportunities actually end up in ‘no decision.’”

Sales Benchmark Index, unpublished database, 2012. Used with permission.

“Turns out, 74 percent of executives indicated that they give their business to the company that establishes the buying vision.”

Forrester Research, “Global Executive Buyer Insight Online Survey,” Fourth Quarter 2012.

“The IT Services Marketing Association (ITSMA) published findings stating that 70 percent of buyers want to engage with sales reps before they identify their short list.”

ITSMA, “How B2B Buyers Consume Information Survey,” December 31, 2012.

Chapter 2

“Recently released research from the Corporate Executive ...

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