Stimulate interest: connect emotionally to stimulate their curiosity Transition interest: provide collateral or information to transition the curiosity to allow you to share a vision Share a vision: utilize the information provided in previous step to prove reason, impacts and capabilities to share a vision Manage and develop a vision: 80% of the work is to manage and develop the shared vision through signed contract, execution, delivery and expectation management Thrive: when your customers sell for you.
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