{"product_id":"never-say-sell-9781119683780","title":"Never Say Sell","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eWhy We Never Say Sell\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 1: Who We are and the Problems We Want to Solve \u003c\/b\u003e\u003cb\u003e3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 From Foothold to Footprint 5\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 2: The Imperative and the Opportunity \u003c\/b\u003e\u003cb\u003e15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e2 Learning to Farm 17\u003c\/p\u003e \u003cp\u003e3 The Diamond of Opportunity 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 3: The Challenges \u003c\/b\u003e\u003cb\u003e41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 The Challenge of Knowing Too Much about the Wrong Thing 43\u003c\/p\u003e \u003cp\u003e5 The Challenge of Complex Organizations 52\u003c\/p\u003e \u003cp\u003e6 The Challenge of Serving Complex Networks 57\u003c\/p\u003e \u003cp\u003e7 The Challenge of Introducing Your Colleagues 66\u003c\/p\u003e \u003cp\u003e8 The Challenge of Scale 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003eHow We Can Help\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 4: Farming for Knowledge \u003c\/b\u003e\u003cb\u003e85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 Know Thyself 87\u003c\/p\u003e \u003cp\u003e10 Know Thy Client 101\u003c\/p\u003e \u003cp\u003e11 The Secrets of Diamond Account Planning 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 5: The Seven Disciplines of Successful Farming \u003c\/b\u003e\u003cb\u003e119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e12 Discipline 1: Do Good Work 121\u003c\/p\u003e \u003cp\u003e13 Discipline 2: Be a Good Friend 138\u003c\/p\u003e \u003cp\u003e14 Discipline 3: Leverage Your Team 150\u003c\/p\u003e \u003cp\u003e15 Discipline 4: Incent Good Work 157\u003c\/p\u003e \u003cp\u003e16 Discipline 5: Listen 165\u003c\/p\u003e \u003cp\u003e17 Discipline 6: Tell Great Stories 169\u003c\/p\u003e \u003cp\u003e18 Discipline 7: Master the Art of the Ask 176\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 6: Seeds of Change \u003c\/b\u003e\u003cb\u003e185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e19 The Power of Peers 187\u003c\/p\u003e \u003cp\u003e20 The Power of Routers 197\u003c\/p\u003e \u003cp\u003e21 The Power of Technology 207\u003c\/p\u003e \u003cp\u003e22 The Power of Experience and Insight 217\u003c\/p\u003e \u003cp\u003eFurther Reading 223\u003c\/p\u003e \u003cp\u003eAcknowledgments 225\u003c\/p\u003e \u003cp\u003eAbout the Authors 227\u003c\/p\u003e \u003cp\u003eIndex 229\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49083841151319,"sku":"9781119683780","price":20.4,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119683780.jpg?v=1725550186","url":"https:\/\/bookcurl.com\/products\/never-say-sell-9781119683780","provider":"Book Curl","version":"1.0","type":"link"}