March 2011
Intermediate to advanced
256 pages
5h 50m
English
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PART 1POSITIONING ANDPARTNERING TOPROPOSE HIGH-MARGIN VALUEPROPOSITIONS
How to Co-Manage CashFlow Opportunities
Like all sales strategies, Consultative Selling is based on comparison. In vendor selling, one supplier’s features and benefits are compared against those of other suppliers. Consultative Selling compares a customer’s current competitive advantage with the improved advantage that can be added by the seller. It is the customer’s competition, not the seller’s competitors, that must be surpassed.
A customer’s competition takes two forms. For a customer who manages a cost center, his competition is the lower costs resulting from the better practices of alternative suppliers. For a line of business manager, competition comes from other suppliers’ ...
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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.Julian F.
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.Addison B.
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.Amir M.
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.