Index
access control (Complex Buying Teams), 21, 24–26
account managers, 199 account reviews, 218–219
action (first appointments), 75, 76
agendas, 161
aikido, 193
annual reports, of companies, 64, 66
Anti-Sponsors (Complex Buying Teams), 26–27, 45–47
appointment letters, 82
Approved Vendor relationships, 220–223
Architect sales role, 16, 107–127
and buying criteria, 112–115, 124–126
and buying process, 109
coaching for, 247
creating unique solutions in, 127
identification of differentiators in, 116–118
and research, 109–112
reverting to, 146
toolkit for, 118–124
unique solutions designed in, 115–116
ballpark prices, 12, 86, 101–102
banks, 219
“best practices,” 211–212
business-to-business salespeople, xxi
buying behavior, ...
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