Iceberg Ahead hinge, 231, 241–243, 249–250
Implement Agreement (Measurable Phase 4)
in business-to-business sales, 216–217
in business-to-consumer transactions, 221–222
and confirming the agreement, 217, 222
Deal step in, 216, 221–222
Logistics step in, 216, 217, 222
indirect savings, 53–54
industry knowledge, 71
influencer filter(s), 101, 102
alternatives as, 107–112
current situation as, 106
goal motivation as, 105–106
past keys as, 120–121
plans as, 106–107
information, sharing, 97–100
"Information Sources Handouts" (Siebel ebusiness), 75
Innovation and Entrepreneurship (Peter Drucker), 5
in-person sales calls, 274–275
Interest Confirmed (Measurable Phase Change 1)
in business-to-business sales, 156–157, 159
in business-to-consumer transactions, 183–184
internal benefits, 54–56