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INDEX > I - Pg. 270

270 gatekeepers, 90 for C-suite executives, 166­168 gender, and sales questions, 97 ``giveaway creep,'' 238, 243 goals, 110­111 formalizing for each customer, 210 of price increase, 200­201 recording, 263­265 weekly, 261­263 good sale, 177 Google profile, 145­146 groundwork, for next sale, 109­110 growth, past vs. future, 75­76 guilt, over profit margins, 21­22 high-profit selling, 234­235 holiday prospecting, 89­92 ``IBM principle,'' 149 immediate profit, 21­24 incremental business, 228 industry information, sending to C-suite executive, 168 INDEX Q putting information online, 145­147 selling process and, 144 investing, vs. buying, 13­15 iPhone, 46 isolation, of C-Suite executives, 156 Jigsaw.com profile, 145, 147 key contacts, and price increase, 196, 205­206 key dates, for customer, 204 knowledge, 124­140 of buyer, 142 C-suite executives and, 162­163 customer search for, 126 increasing, 265­267 vs. information, 136­137 leveraging, 126­127 and long-term relationship, 140 and next sale, 136 and trust, 138­140 value to customer, 139