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Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories
CITATION
Golden, John
.
Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories
.
US
: McGraw-Hill, 2012.
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Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories
Authors:
John Golden
Published:
August 2012
eISBN:
9780071792004 0071792007
|
ISBN:
9780071791991
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Book Description
Table of Contents
Contents
Introduction
Chapter Layout
Part 1: The Sales Call
Chapter 1: Battle of Magdala—British Abyssinian Campaign General Napier versus Emperor Tewodros II (1868): On Preparation
Chapter 2: The Naked Duel Humphrey Howarth versus the Earl of Barrymore (1806): On the Importance of Planning
Chapter 3: Battle of Trafalgar—Napoleonic Wars British Royal Navy versus the French and Spanish Fleets (1805): Opening the Call
Chapter 4: Quintus Fabius Maximus versus Hannibal Second Punic War (218–201 BC): On Not Presenting Too Early: The SPIN Model
Chapter 5: Mutiny on the Bounty Captain Bligh versus Master’s Mate Christian Fletcher and the Mutineers (1789): The Value Drivers: The Unrecognized Problem
Chapter 6: Battle of the Crater—Siege of Petersburg U.S. Civil War (1864): The Value Drivers: The Unanticipated Solution
Chapter 7: Battle of Clontarf Brian Boru versus the Vikings (1014): The Value Drivers: The Unseen Opportunity
Chapter 8: Battle of New Orleans—War of 1812 Andrew Jackson versus the British (1815): The Value Drivers: The Broker of Capabilities
Chapter 9: Battle of Isandlwana: Anglo-Zulu War British versus the Zulus (1879): On Prescription before Diagnosis
Chapter 10: Gunfight (Near) the OK Corral Wyatt Earp et al. versus the Cowboys (1881): On Preventing Objections
Chapter 11: Pickett’s Charge—Battle of Gettysburg U.S. Civil War (1863): On Throwing Good Resources after Bad
Part 2: Account Strategy
Chapter 12: Great Swamp Fight—King Philip’s War New England Colonies versus Narragansett Tribe (1675): Entry Strategy: On Using the Focus of Dissatisfaction
Chapter 13: Battle of Aughrim—Williamite War William III versus the Jacobites (1691): Entry Strategy: On Gaining Access to the Focus of Power
Chapter 14: Battle of Megiddo Thutmose III versus the Canaanites (ca. 1457 BC): The Buying Cycle: Implementation (On the Importance of Follow-up)
Chapter 15: Charge of the Light Brigade—Crimean War British versus the Russians (1854): The Buying Cycle: Implementation 2 (On the Consequences of Failure to Align Internally)
Chapter 16: Battle of Carrhae Romans versus the Parthians (53 BC): The Buying Cycle: Resolution of Concerns (The Parting Shot)
Chapter 17: Defense of Little Round Top—Battle of Gettysburg U.S. Civil War (1863): On Handling the Motivation Dip
Chapter 18: Battle of Crécy—Hundred Years War English versus the French (1346): On Vulnerability Analysis
Chapter 19: Battle of the Ice Alexander Nevsky versus the Teutonic Knights (1242): Countering Vulnerability: Influencing Decision Criteria
Chapter 20: Battle of Sudomer—Hussite Wars General Zisca versus Emperor Sigismund (1420): Countering Vulnerability: Increasing Strengths
Chapter 21: Samurai Battle of Nagashino Katsuyori versus Ieyasu and Nobunaga (1575): Countering Vulnerability: Diminishing the Competition
Chapter 22: Battle of Kircholm Winged Hussars versus the Swedish Army (1605): On Maximizing Differentiators
Chapter 23: The Whiskey Rebellion Henry “Light-Horse Harry” Lee versus the Pennsylvania Farmers (1794): On Effective Negotiating Behaviors
Part 3: Sales Management
Chapter 24: David and Goliath Israelites versus the Philistines (1024 BC): CRM Sales Force Automation: On Choosing the Right Tools
Chapter 25: Battle of Châlons—Hunnic Invasions of Gaul Romans versus Attila (451): The Feel-Good Funnel: On Using Time Wisely
Chapter 26: The Siege of Hara Castle The Shimabara Rebellion (1638): The Silent Killers
Chapter 27: Napoleon’s March on Moscow The Grand Army versus the Russians (1812): On the Importance of Good Forecasting
Chapter 28: Pyrrhus of Epirus Campaign Against the Romans (280–279 BC): On the Pyrrhic Victory (or Not Buying Revenue)
Chapter 29: Battle of Gravelines The British Royal Navy versus The Spanish Armada (1588): On Balancing Efficiency and Effectiveness
Latin Quotes
Index
