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0:00:43

Asking about Competitor Without Asking Directly

0:01:18

3 Reasons for Prospect or Clients Call: Confirmation, Clarification and Confidence

0:01:57

Qualify How Much Research a Prospect has Done

0:01:54

Four Types of Presentation Styles

0:01:59

SPA Presentation Framework

0:02:11

Pattern Interrupts in a Presentation

0:02:03

Basic 3-Part Presentation Structures

0:01:10

Presentation 101 - How to Build a Basic Presentation

0:02:17

Stephen Covey's Circle of Influence

0:01:55

What is a SPIFF or Special Program Incentive Fund ?

0:02:28

Calculating BEP or Breakeven Point

0:01:23

Calculating ROI or Return On Investment

0:01:46

Defining a B2C Value Proposition

0:01:54

Defining a B2B Value Proposition

0:01:58

How to Calculate the Total Cost Ownership

0:01:59

How to Calculate Customer Acquisition Cost (CAC)

0:01:54

How to Calculate Customer Lifetime Value (CLV)

0:02:22

How to Calculate Sales Acceleration

0:02:13

How to Calculate Sales Velocity