Accounts receivable, 89
Advisers, 41, 67
Approach phase of Yes
articulating story, 34–36
audience, 33
creativity, 39–40
gatekeepers, 36
knowing geography, 36–37
making appointment, 32–33
strategy, 37–39
Board members, 41, 67
Business plans, 82–84
Channels, 41–42, 67–68
Chinese symbol for listen, 52
Closing a deal
how to close, 72–73
when to close, 71–72
Convince phase of Yes, 40–44
advisers, 41
board members, 41
channels, 41–42
employees, 42
existing customers, 42
financial institutions, 42
investors, 43
partners, 43
suppliers, 43
talent, 43–44
Customer development, 7
Customers, 42, 68
Deliver phase of Yes, 44
Direct approach, closing sale, 72
Employees, 42, 68
Engagement, 45
Entrepreneur-friendly sales model, 15–17
Entrepreneurial endeavor, ...
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