benchmarks, consistency in, 12
Benchmarks step (of Cement Solution phase), 198–199, 201, 218, 219
beneficiaries, 37–38
benefits, 48–57
features vs., 45–46
internal vs. external, 54–56
measurable value of, 49–50, 52–54, 85–86
perceived value of, 48–52
best practices, 3–5
bid process, 39–42
bottom-up selling, 38
brinkmanship selling, 24–25, 28–30
budget dates, 119
Bujold, Jim, 259
Burns, Robert, on plans, 225
Business Games (Martin G. Groder), 98
business questions, 126
business-to-business sales, 37–38
cementing solution in, 196–210
confirming agreement in, 217
confirming interest in, 156–157, 159
confirming potential in, 172–173
confirming solution in, 211–215
implementing agreement in, 216–217
measuring potential in, 159–173
sparking interest in, 150–159
business-to-consumer transactions, 9
cementing solution in, 218–221
confirming agreement in, 222
confirming interest in, 183–184
confirming potential in, 188–193
confirming solution in, 218–221
implementing agreement in, 221–222
measuring potential in, 184–188
sparking interest in, 181, 182–183
"by" (in goal statements), 85, 86