April 2013
Beginner
240 pages
5h 17m
English
Content preview from Conversations That SellBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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WHEN YOU COLLABORATE, EVERYONE WINS
While we’ve established that collaborative selling focuses on the buyer and their POWNs, WiifT does not mean that the seller and the seller’s company are unimportant. Instead, the winning solution or outcome benefits everyone involved.
In a traditional win-win situation, the goal is for two stakeholders—typically the buyer and the selling company—to win. With collaborative selling, the salesperson is also an important stakeholder.
I often hear sellers talk about feeling unimportant, caught between their company and their buyers. They express frustrations about being pushed to sell certain products, when they know a different solution will fit their buyer’s POWNs better. This puts the seller in an uncomfortable ...
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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.