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Table of Contents

FOREWORD BY NICK LISI, VICE PRESIDENT, SAS AMERICAS vii
ACKNOWLEDGMENTS x
CHAPTER 1
BEYOND THE SALES FUNNEL 1
CHAPTER 2
RESEARCH 10
CHAPTER 3
CONTACT 25
CHAPTER 4
PRECISION QUESTIONS 38
CHAPTER 5
QUALIFY THEIR INTEREST 66
CHAPTER 6
QUALIFY YOUR SEAT AT THE TABLE 86
CHAPTER 7
QUALIFY YOUR ABILITY TO WIN 97
CHAPTER 8
SOCIAL CAPITAL 117
CHAPTER 9
FIND THE INFLUENCERS 137
CHAPTER 10
ALIGN TO KEY STAKEHOLDERS 161
CHAPTER 11
SELL YOUR SOLUTION 185
CHAPTER 12
FORM A COMPETITIVE STRATEGY 204
CHAPTER 13
ESTABLISH YOUR PROOF 238
CHAPTER 14
COMPETE ON VALUE 247
CHAPTER 15
CLOSING . . . AND OPENING 282
ENDNOTES 299
INDEX 305

About the Author

Nicholas A.C. Read is the founder and managing partner of the revenue growth consulting firm SalesLabs. Honored with the prestigious International Business Award ("the business world's own Oscars"--New York Post), he is a sought-after speaker, consultant, and columnist whose insights on sales and management are used daily by business leaders in more than 40 countries.

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