Page 192 - HBR's 10 Must Reads - On Sales

INDEX

tech start-ups, 167 value selling, 121
tiebreaker selling, 115–125 vendors, perceptions about, 16–18
Toman, Nicholas, 67–82, 101–114
turnarounds, 62–65
watercooler effect, 153
win labs, 94
undefined relationship, between Wouters, Marc, 115–125
sales and marketing, 29,
34, 35
users, 7, 8 Zoltners, Andris A., 45–65, 161–168

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