1. Quantity of “wide” Leverage
Expanding Influence
COVERAGE:
Quantity of “wide” Leverage
Known / Unknown
Resource Allocation
Contact Mix

2. The Cardiovascular System
Coverage
The Cardiovascular System

3. Coverage Expanding Influence “Wide Leverage”
Buyer B1 B2 B3 B4 B5
“Wide Leverage”
# Prospect Activities? # Exposures? # Contacts? # Qualifieds? # Proposals? # Presentations?

4. Tools & Systems (How Many?)
Coverage
Resource Allocation
Tools & Systems (How Many?)
Energy (How Much?)
Time (How Much?)
Money (How Much?)
People (How Many?)

5. Constant Desire to Convert
Coverage
“Contact Mix”
Constant Desire to Convert
Fax?
Note?
In Person?
Phone Call? ?
Letter?