Safety Zones, 132–133, 164, 231
sales calls
bottom-up ordering of, 94
limits on, 277–278
monthly planner for, 276–277
number of, 281
selling value in, 15–17
stages of, 275
time management with, 274–279
sales methods, 12–13, 33–34
scheduling software, 277
selling
bottom-up, 38
brinkmanship, 24–25
courtship, 25
to customers' goals, 70–75
to customers' needs, 67–70
measurability of success in, 33–35
Measurable Phases of, 35–36
modes of, 22–25
relationship, 1, 2, 22–24
time factor in, 25–28
top-down, 37, 115
of value, 15–17
services, 47, see also products
Siebel ebusiness, 75
smokescreens, 229–230
SOEs, see Systems of Evaluation
Solution Confirmed (Measurable Phase Change 3)
in business-to-business sales, 211–215
in business-to-consumer transactions, 218–221
Spark Interest (Measurable Phase 1)
in business-to-business sales, 150–159
in business-to-consumer transactions, 181, 182–183
and confirming the interest, 156–157, 159
Research and Membership step in, 151–153, 181
Take Your Pick step in, 153–155, 181, 182
Track Record step in, 155–156, 182–183
and using voice mail, 157–158
start dates, 118–119
strategy
as driver of tactics, 16, 18–20
for identifying measurable details, 21–22
strengths, unique, see unique strengths
success, measurability of, 33–35
superstart, 1, 2
supplier, positioning yourself as, 73
Systems of Evaluation (SOEs), 78–84
benefits of, 79
calculating value of, 81–83
and cost of doing nothing, 84
identifying customers', 79
key performance indicators vs., 78
for making goals measurable, 86