INDEX
Academic degree programs, entrepreneurship and
Accelerated Aggie Proficiency
Accelerated Proficiency
Accelerated Proficiency U., mission at
Action
Advertising
Airborne
“And versus Or” Rule
Apple
Approach question
Attributes, customers and
Awareness, building
Basic Underwater Demolition/SEAL (BUD/S)
Beatles
Belief
Belief Culture(s)
Believable attribute
Belonging, love of
Benefits, selling and presenting
“The Ben Franklin Close”
Berns, Gregory
Best ideas
Bhide, Amar V.
Big picture/little picture principle
Billion-Dollar business
BMW, Dominant Selling Idea for
Branding 101. See also Brand(s)
Brand(s). See also Dominant selling idea (DSI)
Break-even point
Brodsky-Chenfeld, Dan
Bryce, David
Buckingham, Marcus
BUD/S (Basic Underwater Demolition/SEAL)
Business(es)
Cabinet-level Department of Entrepreneurship
Carnegie, Dale
CEOs
Challenge(s), companies and
Chobani Greek Yogurt, Dominant Selling Idea for
Churchill, Winston
Cialis, Dominant Selling Ideas for
Cirque du Soleil
Claiming brands
Claims
Clapton, Eric
Clifton, Jim
Clinton, Bill
Closing, the sale
Cognitive reappraisal
Cohen, David
Collaborative workspaces
Collins, Jim
The Coming Jobs War (Clifton)
Commodity business
Comparisons, framing with
Competition
Condon, Pat
Counterparties
Culture
Customer(s). See also Selling
Data
Denning, Stephen
Diehard Batteries, Dominant Selling Ideas for
Divergent thinking
Doing, process of
Dominant Selling Idea (DSI)
Do More Faster: TechStars Lessons to Accelerate Your Startup (Cohen and Feld)
“Do unto others . . .”
DSI. See Dominant Selling Idea (DSI)
Durant, Will
Dyson, James
E-companies
Edison, Thomas
Elevator pitch, four-line
Elmendorf, Dirk
Emotional Mechanics. See also Fear; True teams
Emotions
Employees
Endorsements
Enterprise
Enterprise Rent-A-Car, Dominant Selling Idea for
Enthusiasm
Entrepreneurial anxiety
Entrepreneurial awareness
Entrepreneurial ecosystem
Entrepreneurial leadership
Entrepreneur(s). See also Entrepreneurship
Entrepreneurship
Erving Paper Mills company
Execution
Exposure, Accelerated Proficiency and
Extinguishing, for handling uncertainty
Failure, power of
Famous
Fear
Fear, Uncertainty, and Doubt (FUD)
Feedback loop
“Feel, Felt, Found”
Feld, Brad
Ferrari, Dominant Selling Idea for
Ferriss, Tim
Fish Camp
Focus
Focus: The Future of Your Company Depends on It (Ries)
Ford, Henry
Framing brands
Friedman, Tom
FUD. See Fear, Uncertainty, and Doubt (FUD)
Gallup
Gates, Bill
Geekdom
Geico, Dominant Selling Idea for
Geox shoes, Dominant Selling Idea for
Gettysburg Address
Gigerenzer, Gerd
Giving before receiving
Glengarry Glen Ross (play)
Gomez, Lorenzo
Good to Great (Collins)
Google/Google Maps
Greitens, Eric
Gross domestic product (GDP), comparison of
Gut Feelings: The Intelligence of the Unconscious (Gigernzer)
Hall’s throat lozenges, Dominant Selling Idea for
Harnish, Verne
The Heart and the Fist: The Education of a Humanitarian, the Making of a Navy SEAL (Greitens)
Heuristics
Home ATM
Housen, Charley
How to Win Friends and Influence People (Carnegie)
Human Capitalism
Iconoclast (Berns)
ICQ
Ideas. See also Best ideas
Identity, cultural symbols and
Important attribute
Inside entrepreneurs
iPod
Israeli commandos, power and size of teams
Israeli Defense Forces (IDF)
Israeli Special Forces
Israel Office of Chief Scientist
Jacobsen, Eric
Jobs, entrepreneurs and
Jobs, Steve
Johnson, Spencer
The Karate Kid (movie)
Kashi products, Dominant Selling Idea for
Kayak.com
Klaidman, Daniel
Krav Maga program
Kroc, Ray
Language, UnStoppable
Las Vegas Convention and Visitors Authority, Dominant Selling Ideas for
Law of Laser
Law of motion
Leader/leadership
The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses (Ries)
Lehman, Chris
Live rounds, practicing with
Lombardi, Vince
Longo, Nick
Love
Loyalty
Mamet, David
MAP. See Master Aligning Principle (MAP)
Marketing
Master Aligning Principle (MAP)
Mastering the Rockefeller Habits (Harnish)
McDonald’s
Measurable attribute
Metaphors
MFQ. See Minimally Functionally Qualified (MFQ)
Miller, Morris
Minimally Functionally Qualified (MFQ)
Minimum Viable Product (MVP)
Mission
M&M’s, Dominant Selling Idea or
Motion, law of
MVP. See Minimum viable product (MVP)
Names, to signify identity
Name tags
Naming brands
Navy. See U.S. Navy SEALs
Netflix
Net Promoter Score (NPS)
Nike, Dominant Selling Idea for
Nordstrom, Dominant Delling Difference for
Now Discover Your Strengths (Buckingham and Clifton)
NPS. See Net Promoter Score (NPS)
Objections, selling and answering
Obligatory questions
Obstacles, power of
One Item of Carry-on Rule
The One Minute Sales Person (Johnson and Wilson)
Open-ended questions
Optimizers vs. entrepreneurs
Ouahnouna, David
Own-able attribute
Pain, customers and
People
Performance
Piper Cub Principle
Political campaigns, use of micro-scripts for
Pork, Dominant Selling Idea for
Positioning
Positioning: The Battle for Your Mind (Trout)
Power Set
Price, business idea and
Problem obsession, customers and
Procedures and automatics, for handling uncertainty
Product(s). See also Minimum Viable Product (MVP)
Proof, customers and
Qualities, of true teams
Question-and-Answer Quality, Not Quantity
Questions, asking
R. H. Macy
Rackspace
Rapport
Reframing, rational, mastering Emotional Mechanics and
Reichheld, Fred
Reis, Eric
Relationships, with customer
Repetition
Repetitive words, taglines and
Revenue
Rhythm/rhyme, micro-script language and
Ries, Al
Ries, Eric
Risk
Risk mitigators
Robbins, Tony
Robinson, Sir Ken
Roosevelt, Theodore
Rule of repetition, in Accelerated Proficiency
Rule of thumbs. See Heuristics
Rules Set
Salespeople
Satisfaction, customers and
Schley, Dan
SEALs. See U.S. Navy SEALs
Second-stage entrepreneurs
Seed-financing organizations
Self-talk
Self-teaching
Selling. See also Selling difference
Selling difference. See also Brand(s)
Senor, Dan
Sequoia Capital
Signage logos
Singer, Saul
Sinners and Saints Restaurant, Dominant Selling Ideas for
Skill Set
Slogans, selling differences in
The Social Conquest of Earth (Wilson)
Social media, getting famous using
Solo entrepreneurs
Specificity, Dominant Selling Idea and
Speed, customers and
Splenda, Dominant Selling Idea for
Stakeholders, successful enterprise and
Starbucks, brand of
Start-up entrepreneurs
Start-up Nation (Senor and Singer)
Start-ups
Stevenson, Howard
Strategic Three
Strength, building and managing
StrengthsFinder™ program
Substance, micro-scripts and
Success
Superlative attribute
Superpowered teams, roots of
Symbols, cultural
Tactical Three
Tagline(s)
Teams. See True Teams
Technicals. See Skill Set
TechStars
Ten Commandments, as micro-scripts
10-10-10 plan
Texas A&M Aggies
The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses (Reis)
“The One Number You Need to Grow” (Reichheld)
“The Song of the Entrepreneur”
“30–60–90” Rule
Thomas, Dave
Timex watches, Dominant Selling Idea for
Toyota, Dominant Selling Idea for
Tracy, Brian
Tradition, culture and
Triangle-centric vs. product centric
Trout, Jack
True teams
Trump, Donald
Trust
U.S. of America, as start-up nation
Uncertainty, handling of
Unique difference
Unique selling
Universal difference, focusing on
Universal paradox
UnStoppable six
U.S. Navy SEALs
U.S. Post Office, Dominant Selling Idea for
Valentine, Don
Value propositions. See also Dominant Selling Idea (DSI)
Values
Vardi, Yossi
Visual IDs, to identify teams
Volvo, Dominant Selling Idea for
Watson, Thomas Jr.
“Wax on, wax off” approach
Webvan.com
Weston, Graham
Wheaties, Dominant Selling Idea for
Wilson, Edward O.
Wilson, Larry
Wonderful Paradox
Woods, Tiger
Word of mouth communication
X factor, in selling
Y Combinator
Yoo, Richard
Zappos.com
Zigler, Zig
Zuckerberg, Mark