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Index
Cover
Target Opportunity Selling: Top Sales Performers Reveal What Really Works
Copyright Page
Dedication
Contents
Foreword
Acknowledgments
CHAPTER 1 BEYOND THE SALES FUNNEL
CHAPTER 2 RESEARCH
CHAPTER 3 CONTACT
CHAPTER 4 PRECISION QUESTIONS
CHAPTER 5 QUALIFY THEIR INTEREST
CHAPTER 6 QUALIFY YOUR SEAT AT THE TABLE
CHAPTER 7 QUALIFY YOUR ABILITY TO WIN
CHAPTER 8 SOCIAL CAPITAL
CHAPTER 9 FIND THE INFLUENCERS
CHAPTER 10 ALIGN TO KEY STAKEHOLDERS
CHAPTER 11 SELL YOUR SOLUTION
CHAPTER 12 FORM A COMPETITIVE STRATEGY
CHAPTER 13 ESTABLISH YOUR PROOF
CHAPTER 14 COMPETE ON VALUE
CHAPTER 15 CLOSING . . . AND OPENING
ENDNOTES
INDEX
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