Term
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Definition
| Rich Stoker - Base Management |
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Term
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Definition
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Term
| Who are the "mindshare masters"? |
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Definition
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Term
| What are the three steps to growing a partner? |
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Definition
| Get mindshare, get marketshare, get profit share? |
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Term
| Name three ways to gain mindshare |
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Definition
| Show them how to make money, Teach them something new, connect them to people (partners, suppliers, or Telarus) |
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Term
| What does L.I.F.E. stand for? |
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Definition
| Leverage, Ideas, Fight, Excellence |
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Term
| Why does the partner experience matter? |
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Definition
| Because we want to keep productive partners as long as possible |
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Term
| What do partners want consciously? |
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Definition
| 1. Timely and accurate responses 2. to not leave money on the table 3. for us to do what we say |
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Term
| What do partners think subconsciously? |
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Definition
| 1. Don't make me look stupid 2. Make me look good 3. I could lose it all |
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Term
| What is anticapatory service? |
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Definition
| Thinking like a partner and delivering what they would want before they ask for it. |
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Term
| What are the critical partner experience moments? |
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Definition
| 1st conversation, 1st opportunity, 1st sale, 1st commission, provisioning issue, commission issue, organizational change |
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Term
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Definition
[image]
Complex Provisioning |
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