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On Market Strategy: · The Six Basic Market Strategies · The Fallacy of the Frontal Assault · Strategic Alignment · Selecting the Best Target Market · The Economic Value Proposition · RPQL—An essential ingredient to success
On Business Development · Leveraging the Intra-Market Network · Telling Your Benefits Story · The Power of the Opinion Leader
On Sales · Six Magic Qualification Criteria · Discovery: Just the Facts, Man! · Buyer Personalities and Types · The Account Portfolio Management System · The Tyranny of the Purchasing Department
On Performance Excellence · The Seven Laws of Performance Excellence · The 10 C’s for Overcoming Stalled Initiatives · The Performance Excellence Self-Assessment
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InsightPool™ Video Insights Library
(short video clips on strategy, business development, sales and performance excellence)
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