June 2021
Beginner
216 pages
3h 56m
English
Content preview from 100 Skills of the Successful Sales Professional
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
10 to 1: Being the Trusted Advisor
10. Builds Advocates, Not Satisfied Clients
After working at Oracle for over 4 years in a variety of positions, I had developed/harbored a certain amount of disapproval for Workday and its sales tactics. And here I was joining a firm that, when implementing HR software, only does Workday. Needless to say, I needed to open my mind. After all, they had always done well: if only I could figure out why…
Within the first 2 weeks at Mercer, I was sent to a Workday conference hosted by a Higher Ed client of ours in NYC. When I got there, I noticed a different sense of camaraderie; a sense of belonging and guards down. Impressive but still not enough to justify mid-market price tags of (at the time) 1.5 to ...
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