Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories

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: Boldface numbers indicate illustrations.

1812 Overture (Tchaikovsky), 211

Abyssinian Campaign, Battle of Magdala, 3–9

Account strategies, 87–178

accessing C-level executives (CLEs) in, 98–104

buying cycle in, 105–126

concern resolution in, using buying cycle, 119–126

decision criteria and, 141

differentiators in, 165–170

focus of power as entry strategy in, 95–104

focusing on dissatisfaction as entry strategy in, 89–94

follow-up in, and buying cycle implementation phase, 105–112

internal alignment in, and buying cycle ...