- 27How Customer Managers Budget Capital Expenditures
- 24Planning Fast Penetration
- 23Relating High Margins to High Values
- 22PIPping to Outsourcers and OEMs
- 21PIPping a PIP a Minute
- 20Developing Your "What-Ifability"
- 19How to Sell the Customer’s Return – Consultative Proposing Strategies
- 18Migrating Initial Sales
- 17Specifying Instead of Being Specified
- 16Applying Your Intellectual Capital
- 15Guaranteeing Results and Gainsharing Rewards
- 14Comanaging a Customer’s Assets
- 13Applying ROI and Payback Principles
- 12Applying the Contribution Margin Principle
- 11Applying the Turnover Principle
- 10Applying the Circulating Capital Principle
- 09How to Quantify PIP Solutions – Consultative Proposing Strategies
- 08Observing Yellow Flags
- 07Lead Targeting with KPI Norms
- 06PIPping in the "Red Zone"
- 05Getting to PIP
- 04Proposing the Power of One
- 03Databasing From Customer Sources
- 02Developing Business Operations Profiles
- 01How to Qualify Customer Problems – Consultative Proposing Strategies