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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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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.

Note: pages with f indicate figures

A

Access to Information Pivotal Agreements, 181182

Access to Power Pivotal Agreements, 181182

Accounts receivable (AR), 131132

Acquisitions, enabling, 127

Act, OODA loop, 6971

Airforce OODA loop, 6871

Airline industry metric, 127

ALE (assets = liability + equity), 135

Analyst reports for company information, 102

Anchors:

consider the opposite, 193195

described, 192

setting, 192193

Annual report, 101102, 104, 123124, 134

Apple, 142

AR (accounts receivable), 131132

Ariely, Dan, ...

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