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01-Module Intro – 11 Mistakes
02-Mistake 01 – Allowing Buying Process Fog
03-Mistake 02 – Selling ROI without Regard to Priority or Hurdle Rate
04-Mistake 03 – Going big and long with ROI
05-Mistake 04 – Selling Gross Return Instead of P&L Improvement
06-Mistake 05 – Trying to Get Access to the CFO
07-Mistake 06 – Rapport Building
08-Mistake 07 – Champion Mismanagement
09-Mistake 08 – Seller-led Business Cases
10-Mistake 09 – No plan for value realization
11-Mistake 10 – Being hard to do business with
12-Mistake 11 – Giving In
