of learning curricula and related reinforcement resources
of online collaborative tools
personal
of personal brand
in playbook
of playbook of dynamic sales processes
of potential buyer relationships
into a sales opportunity
sales skill training
of situational fluency
and skills requirements
strategy
of successful sellers
of suitable thought leadership content
talent requirements for
and training, value of
and training investment
Differentiation
Direct mail
Dropbox
Dynamic sales process(es) about
automating
with Buyer
buyer-aligned sales process
playbooks
sales process and market and management enablement
sales process view expansion
E
Eades, Keith M.
Early-stage buyers
Economic trends, unpredictability of global
Elastic band model
Eliminating losses to no decision
Eloqua
E-mail distributions
Emerson Exchange
Emerson Process Management
Enablement tools
Engagement different points of initial
early, restraint with buyers
higher levels of
initial vision of potential solutions to problems before
multiple buying scenarios
objective criteria for assessing
and prioritization decisions
quantitative value early and throughout
of sellers
socially surround and add value long before
ES Research Group
Evaluate alternatives phase
Evaluate risk phase
Evaluation state
Events
Expectations, progressing according to
Extrinsic motivation outcome of
F
Facebook pages
Failure to close opportunities,
Farmers
File-sharing facility
Financial acumen
Financial risks issues
Focused enablement about
adaptive process and methodology automation
big data opportunity exploration
collaborative value estimation tools
knowledge in context and aligned with process
leveraging sales intelligence and social media
Follow up
Forbes Insights
Formal procurement departments, involvement by
Forrester Research
Fountain of useful ideas
Future state potential
Future visions, compelling, from visualizer persona
G
Gaps identified, reasons for,
Global companies
Global economic climate
Gold standard definition
Gold standards
Go/no go
Google
Google alerts
Google+ communities
Go-to-market models
GRAF coaching model
H
High-demand markets
Hiring, for situational fluency
Hiring process
Home buyers
HootSuite
How to Win Friends and Influence People (Carnegie)
Hunters
I
Industry associations
Industry forums
Information access of Buyer
Information and behavior, of Buyer
Initial vision
InsideView
Insights, contributing relevant
Inspect phase
Inspection cycle
systematic
Instant gratification
Interest groups, topic-specific,
Interest stimulation
Internet bubble
Intrinsic motivation
Intrinsic motivation focus
Involvement by formal procurement departments
Ivester, David
J
Jobs sales job aids
experiential learning in,
extrinsic motivation in,
functions of selling
getting it done for customers
interviews
intrinsic motivation in
of marketing department
most influential factor in choosing
professional appearance of,
responsibilities
responsibilities, overstepping into
role(s) of buyer's
sales-related, abilities are needed for
sellers in the future
in specific industries
stretching the vision of buyers
suitability of candidates for,
survey regarding Millennials
tools for
K
Kear, Robert
Keyword search tools
Klout
Knowledge about sellers
capability
in context and aligned with process
factors
management
situational
KPMG study on purchasing
L
Latent
Lead generation
Leadership. See also Thought leadership content
difference from
exceptional performance through
of Maersk Line
sales
Learning as transformation
Learning program, blended
Leverage coaching as
Leveraging sales intelligence and social media
LinkedIn
LinkedIn discussion groups
Listen and monitor resources,
Listening and monitoring,
Locke, Chris
Looking buyer behavior
Looking state
Losses to no decisions
Lurking
M
Macmillian Dictionary
Maersk Line
Malpractice
Management by exception
Managing and nurturing
Margins, better
Market and management enablement, and sales process
Market recovering
Marketing vs. sales
and sales blur
traditional
Marketing automation
Marketing automation system (MAS), as micro-marketing tool
Marketing department, job of,
Marketo
Mass market appeals
Maximizing organization value
Messaging with Buyer
and credibility building,
development of business
for generating demand
right collaborative attitude by management reinforced
social media
for subsequent engagement in direct demand-creation activities
Micro-Marketer persona about
access to information
to align with and engage with Buyer
competencies
competency of
continuing
corporate assistance for,
enabling of persona,
executing effectively,
personal brand
in sales opportunities with Buyer
situational fluency with constraint
strategy planning and execution
target refining
Traditional role of marketing
training for
Micro-Marketer persona strategy planning and execution about
demand response
listening and monitoring
networking and participation
nurturing and management
Microsoft
&nbs
p; Microsoft SharePoint
Microsoft Solution Selling Process
Millennials arrival of
behavior of
Buyer 2.0 emergence in,
demographics
described
generation rise of
Misalignment, with Buyer
Motivation about
external and internal
extrinsic
intrinsic
intrinsic motivation focus
true nature of
Myth of control
N
Networking community groups and participating in
and participation
and relationship-building skills
The New Normal: A Manifesto for Changing the Way We Think (Maersk),
The New Solution Selling (Eades)
Nimble
Ninivaggi, Jim
Not-looking buyer behavior,
Not-looking state
Nurturing marketing automation as micro-marketing tool
O
OneSource iSell
Online buying
Online collaboration site creation
sites
Online community behavior,
Online resources
Online searches
Online value calculation tools
On-the-job applications of concepts
Operational risks
Opportunities larger
more
Opportunity qualification,
Opportunity winning
Oracle
Organizational value, cumulative
Organizations, independence
P
Pain, component
Paper.li
Pardot
Peer Index
People, right
People skills of collaborative seller
components of situational fluency
development of
different definitions and descriptions
practice and coaching for
value of
Performance, improvement of
Performance factors
Persona. See also Micro-Marketer; Value Driver; Visualizer defined
seller roles
three, defined
Personal brand definition of
of micro-marketers
statement
Pipeline reviews
Planning and organizational skills
Planning methodology
Playbooks coverage of
definitions
development of dynamic sales processes
of dynamic sales processes
process definitions and associated for coaching
refining sales
sales processes in
PNC Bank
Potential factors
Potential return on investment
Potential vision
Power, component
Price, reacting and competing on
Problem needs identification
Processes. See also Sales processes described
right
Product and price
Product and services focus training
Product differentiation
Product training
Prospects, related events to find
Psychological buying phases
Purchase evaluation process timing
Purchasing risk aversion involving
sophisticated
Purchasing departments, role of
Q
Quantified business results (QBRs)
Quantitative value
Quota attainment
R
Rain Group
Random acts of sales support
Real estate broker
Regulated industries
Reinforcement
Relatedness
Relationship-building skills
Reliability
Reputation.com
Responsibility
Return on investment (ROI) calculation
potential
Revenue predictability
Rewards
Rifkin, Harriet
Risk management skills
Risks aversion
aversion as new normal
aversion involving purchasing
buyer concern manifesting about
of buying decision
financial
financial issues
forms of
operational
perception
perception, mitigation of,
phase evaluation
sensitivity
transitional
transitional issues
ROI4Sales
Rosen, Evan
Rowley, Jill, ``Eloqueen,''
Ryan, Richard M.
S
Sales chances of winning
vs. marketing
personae
tactical vs. strategic
Sales candidate assessment
Sales coaching
Sales competence definition
Sales conversation level of
skills
Sales department, job of
Sales effort, strength of
Sales enablement tools
Sales intelligence applications
Sales leadership keys to effective
motivation as key part of
Sales management
Sales management cadence about
coaching
motivation
systematic inspection
Sales managers disempowerment by
Sales mastery, formal certifications of
Sales methodology
Sales opportunity, unlikely
Sales performance gaps
indicators of
long-term sustained
Sales Performance International (SPI)
Sales Performance Optimization Cycle
Sales Performance Review
Sales performance training
Sales persona. See also Micro-Marketer persona; Value Driver persona; Visualizer persona
Sales planning
Sales processes buyer-aligned
and customer relationship
defined
dynamic
and market and management enablement
playbooks
stages
view expansion
Sales revenue, higher from win rates
Sales skills development
Sales Success Formula
Sales talent analytics
assessment strategy
selection
Sales team assessment
Sales theory philosophy
SalesLoft
Scoop.it
Searls, Doc
Self-Determination Theory (Deci and Ryan)
Self-Determination Theory (SDT)
Sellers agility of
classifications of
inspection of performance,
interaction with buyer,
knowledge about
lessons
roles of
transparency
Selling skills
Seminars, online and in-person
SharkFinesse
SirusDecisions
Situational fluency about
Buyer 2.0 needs
collaborative sellers effectiveness with
competencies needed for
components of
with constraint
described
developing
development of
hiring for
seller agility
seller degree of
technology role in
training for
Situational fluency components about
capability knowledge
collaborative attitude
people skills
selling skills
situational knowledge
Situational knowledge
Skills
Skills development, require
ments
Social learning
Social media appropriate use of
company head of
effective use of
interaction with Millennial buyers through
leveraging sales intelligence and
literacy and proficiency in using
messaging management application
ownership and content of
participation in online conversations
policies about
technical know-how for
tools
utilization
Social media freedom
Social Mention
Social Selling Evangelist
Social web tools
SocialPort application
Solution and value
Solution Selling enabling using
origins of
Solution selling and collaborative sale evolution
The Solution Selling Fieldbook (Eades, Touchstone and Sullivan)
Solution Selling methodology
Solution value collaboration
The Solution-Centric Organization (Eades and Kear)
Sophisticated purchasing
Specialists
Sprout Social
Standards, agreed upon
Standards of sales behavior,
Status quo, buyer decisions to remain with
Stein, Dave
Strategic sales
Strategy planning and execution
Structural equations modeling (SEM)
Structure
Sullivan, Timothy T.
Supply chain of business
Sustained economic unpredictability
Systematic inspection,
The Collaborative Sale Page 17