INDEX
The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
Abraham, Danny
ACBJ (American Cities Business Journals)
accountability
accounts
active
“babysitting” of
hot
risky
segmenting of
targeted, see also target account selection
types of
action
active accounts
administrative assistants
agenda, sharing your
airline industry
American Cities Business Journals (ACBJ)
analytical people
anger
appearance
attack, see sales attack
attitude
balanced pipeline
bankers
Bank of America
base compensation
best practices
blogs
Book of Lists
brainstorming
business books
business plans
buyer’s process
buyer’s resistance
across industries
preventing and minimizing
and shaping customer perception
and stereotypes of salespeople
case studies
clarity
clients (customers)
asking for help from
identifying style of
needs of
resistance from, see buyer’s resistance
in sales story
shaping perceptions of
closings
clothing
coaching
cold calling, see also proactive telephone calls; sales calls
commissions
commodity businesses
companies
consulting at
flawed compensation plans of
hunter-farm sales role in
mistreatment of sales departments in
strategies of
views of sales departments in
compensation plans
competitors
confidence
for phone prospecting
with sales story
construction companies
consulting
corporate citizens
credibility
customer relationship management (CRM)
customers, see clients
default
to the buyer’s process
to prospecting mode
demos
dialogues, monologues vs.
differentiation
differentiators
digital marketing tools
directional questions
distractions
dot-com bubble
dream targets
Dun & Bradstreet
economic prosperity
elevator pitch
emotional quotient (EQ)
entertainment
existing accounts
“babysitting” of
segmenting of
existing clients, asking for help from
expertise
face-to-face sales call
avoiding default to buyer’s process in
dialogue vs. monologue in
importance of mastering
plans for
selling from same side of table in
facility tours
failure, see new business development failure
financial crisis of late 2000s
finite lists
fit
fixed compensation
flooring sales representatives
focus
focused lists
gatekeepers
goals
as factor in account segmentation
lack of
guilt
headline (power statement)
High-Profit Selling (Mark Hunter)
Holmes, Chet
honesty
Hoover’s
hope
hot accounts
humor
Hunter, Mark
hunter-farm sales role
Iannarino, Anthony
image
inbound marketing
indirect selling
individual business plans
industry associations
inside reps
intentional imbalance
knowledge
Konrath, Jill
large customers
Lasorda, Tommy
learning
likability
loan officers
local business journals
manners
marketing
inbound
materials for
with telemarketing, see also proactive telephone calls
math
meetings, see also face-to-face sales call
mentors
metrics
“Mirroring,”
mission, company
monologues, dialogues vs.
morning, working in
negative attitudes
networking
new business development
challenges with
commitment to
creating dialogue for
framework for
and sales compensation
time blocking for
new business development failure
and calendars
and existing accounts
and good corporate citizens
and hope
inability to tell sales story in
lack of knowledge in
lack of learning and growth in
and likability
missed opportunities in
negative attitudes and pessimism in
phone mistakes in
role of personality in
role of waiting in
sales process ownership in
target account selection in
New Sales Driver, see also sales attack; sales weapons; target account selection
niceness
Northwestern Mutual
obstacles
offerings
opportunity-seeking questions
overqualifying
patience
perceptions, shaping
personal development
personality
personal questions
pessimism
phone prospecting
importance of
mistakes made with
see also proactive telephone calls
physical appearance
pipeline, balanced
pitches, see also presentations
planning
for face-to-face sales calls
with individual business plans
of travel
see also sales attack
podcasts
PowerPoint presentations, see also presentations
power statements
in proactive telephone calls
in sales calls
in sales story
premium pricing
presentations
differentiation with
expectations of
failure with
meetings before
problems with
as sales term
selling vs.
success with
without meetings beforehand
pricing, premium
pride
printed marketing materials
“prisoners of hope,”
proactive behavior
proactive telephone calls
asking for meetings during
building bridges with
fresh starts with
importance of mastering
introductory phrases for
and leaving voicemails
magic words for
mindset for
mini power statements for
purpose of
scripts vs. no scripts for
voice tone and approach for
see also sales calls
probing questions
problem solving
proposals
early
requests for
types of
prospecting
defaulting to
fear of
people warning against
projected death of
struggles with
public speaking
puffery
punctuality
questions
quotas
rapport
real estate bubble
receptionists
references, case study
referrals
requests for proposals (RFPs)
research
resistance, from buyer, see buyer’s resistance
Revson, Charles, on selling
RFPs (requests for proposals)
risky accounts
sales
simplicity of
as verb
Sales 2.0
sales attack
and a balanced pipeline
and business plans
and defaulting to prospecting mode
and sales as a numbers game
and time blocking
and travel preplanning
sales calls
asking probing questions in
building rapport in
cleaning up client issues in
defining and scheduling next step in
determining fit and seeking objections in
importance of structuring
phases of
power statements in
selling portion of
sharing the agenda for
see also cold calling; face-to-face sales call; proactive telephone calls
sales cycle
sales departments
mistreatment of
views of
Salesforce.com
sales managers
sales mentors
salespeople, stereotypes of
sales process
sales process questions
sales story
building blocks of
client issues in
for commodity businesses
differentiation and pricing in
effective
exercise for drafting
focus on client in
importance of
ineffective
power statement in
producing confidence and pride with
“so what?” test for
telling of
sales weapons
importance of
presentations as
types of
see also face-to-face sales call; proactive telephone calls; sales story
sameness
samples
scripts
segmenting, of accounts
Seinfeld, Jerry, on holding reservations
selecting targets, see target account selection
seller-buyer relationship
selling
indirect
presentations vs.
in sales calls
from the same side of table
team
senior leadership
September 11th terrorist attacks
simple sales model
Slim-Fast
SNAP Selling (Jill Konrath)
social media
effectiveness of
importance of
potential of
Southwest Airlines
“so what?” test (sales stories)
specific-issue questions
stereotypes of salespeople
storytelling, see also sales story
strategic questions
strategies
in business plans
of companies
in target account selection
subject matter experts (SMEs)
Target
target account selection
characteristics of target list in
dream targets in
in New Sales Driver model
preparing for
referrals and indirect selling for
resources for
and segmenting accounts
strategy in
time spent on
types of targets in
targeted accounts
team selling
telemarketing, see also proactive telephone calls
TheSalesBlog.com
time blocking
time management
tone of voice
trade shows
transitional phrase (power statement)
transparency
Transportation Safety Administration (TSA)
travel
Unilever
vacations
value
Value-Added Selling (Tom Reilly)
value proposition
victim mentality
videos
“visit” (magic word)
voice, tone of
voice mail
waiting
Wal-Mart
warm leads
weapons, see sales weapons
webinars
Weinberg, Mike
Weiss, Alan
white papers
workable lists
working hours
written lists
YouTube