account-level activities, 51
accounts, guidelines for existing, 48, 50
active opportunities, 41. See also Looking opportunities
deciding when to
competitive strategies for, 141–47
qualify, 139–41
request for proposal (RFP) and, 165–70
vision re-engineering and, 154–64
admitted pain, 19
alignment, with
Art of War, The, 136–37
Bidder’s Conference, 170
Business Development
Business Development Prompters, 75–83
formats for, 75–80
letters, 80–83
buyers
alignment with, 87, 89
classifying, 9–10, 20–21
buying process of, 23–26, 32–33
and levels of need, 18–20
moving to commitment, 178–79
perspective of, 89
potential responses of, to Reference Story, 96–98
professional, 212–16
buyers’ concerns shift over time (principle), 23–24, 221
buying process
controlling, 187–206
described, 23–26, 32–33
buying tactics, 212–16
buying vision, 191. See also vision of a solution
closing
challenges, 212–16
misconceptions about, 209–10
as a natural sales process, 210–11
negotiating, 216–24
with value, 64–65, 198–99, 211–12
coaching, salespeople, 252–53
Column A, 21–22
competing against companies in Column A, 137–38, 144
smart
column fodder, 22, 144, 152
company, your
positioning, 91–92
providing facts about, 92–93
competition
deciding when to
differentiating from, 147–50
preempting, 21–22, 137–38
selecting strategies for, 137–38, 141–46
competitive strategies, 137–38, 141–46
communicating to sales team, 146–47
confirming questions, 105, 107
for diagnosing pain, 109, 124, 162–63
for exploring impact of pain, 111, 126, 164
for visualizing capabilities, 114, 128–29, 164–65
Confirmed Value Proposition, 64
conservatives, 9
control (closed) questions, 105, 106–7,
for diagnosing pain, 108–9, 121–23
for exploring impact of pain, 110, 125, 163–64
for visualizing capabilities, 113–14, 127–28, 158–60
cost (reduced, contained, displaced, avoided), 201
Covey, Stephen, 101–2
Crossing the Chasm, 9
customer referrals. See also Reference Story
for Business Development Prompter, 78–80
customer relationship management, 267
define needs (buying Phase I), 24–25
Deming, W. Edwards, 56, 58
diagnose before you prescribe (principle), 17–18, 102–4
diagnose reasons, 108–11
diagnosing, pipeline
differentiation grid, 148–49
differentiators, 147–50
discounting, minimizing, 199
Divide and Conquer strategy, 145
don’t give without getting (principle), 219, 220. See also quid pro quo
Eagles, 7–9, 10
early adopters, 9
EDS, 133–36
Effectives, in HPSC, 267–69
efficiency, in HPSC, 267–69
email, Business Development, 80, 82
End-Around strategy, 144–46
evaluate alternatives (buying Phase II), 25
evaluate risk (buying Phase III), 26, 221
Evaluation Plan, 193–97
advancing, 203–6
executive management
typical difficulties in, 13
explore impact, of pain, 110–11
forecasting, sales, 245–46, 257–61
Forecast QuickCheck, 260–61
formula for sales success (principle), 26–27
get there first (principle), 21–22
Give/Get List, 218–19
Head-to-Head strategy, 142–44
high-performance sales culture (HPSC), 265–67
creating, 267–69
establishing as a value system, 274–76
sales process of, 269–70