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    Copyright
    Dedication
    Foreword
    Introduction
    Pt.  1. The Start-Up Playbook: How to Turn a Simple Idea into a High-Growth Company
    Pt.  2. The Marketing Playbook: How to Cut Through the Noise and Pitch the Bigger Picture
    Pt.  3. The Events Playbook: How to Use Events to Build Buzz and Drive Business
    Pt.  4. The Sales Playbook: How to Energize Your Customers into a Million-Member Sales Team
    Play #37: Give It Away
    Play #38: Win First Customers by Treating Them Like Partners
    Play #39: Let Your Web Site Be a Sales Rep
    Play #40: Make Every Customer a Member of Your Sales Team
    Play #41: Telesales Works (Even Though Everyone Thinks It Doesn't)
    Play #42: Don't Dis Your First Product with a Discount
    Play #43: Sales Is a Numbers Game
    Play #44: Segment the Markets
    Play #45: Leverage Times of Change
    Play #46: Your Seeds Are Sown, so Grow, Grow, Grow
    Play #47: Land and Expand
    Play #48: Abandon Strategies That No Longer Serve You
    Play #49: Old Customers Need Love
    Play #50: Add It On and Add It Up
    Play #51: Success Is the Number One Selling Feature
    Pt.  5. The Technology Playbook: How to Develop Products Users Love
    Pt.  6. The Corporate Philanthropy Playbook: How to Make Your Company About More Than Just the Bottom Line
    Pt.  7. The Global Playbook: How to Launch Your Product and Introduce Your Model to New Markets
    Pt.  8. The Finance Playbook: How to Raise Capital, Create a Return, and Never Sell Your Soul
    Pt.  9. The Leadership Playbook: How to Create Alignment—the Key to Organizational Success
    The Final Play
    Notes
    Acknowledgments
    About the Authors
    Index
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    Part 4. The Sales Playbook: How to Energize Your Customers into a Million-Me...

    Part 4. The Sales Playbook: How to Energize Your Customers into a Million-Member Sales Team

    Play #37: Give It Away

    Play #38: Win First Customers by Treating Them Like Partners


      

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