May 2017
Beginner
130 pages
3h 17m
English
Content preview from Essential Account Planning: 5 Keys for Helping Your Sales Team Drive RevenueBecome 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,
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.
Chapter 5
Understand the Politics
In a large, open office in Manhattan, my team and I stood in the lobby waiting for Cindy. We were on the second story of a former warehouse, facing a wall of floor to ceiling windows. Light flooded in and created a silhouette as she strode toward us, a dark shape with loudly clicking heels. “Cindy,” she said, thrusting out her hand. Her grip was painful, and I tried to rub feeling back into my palm as she led us to the conference room. She opened the door, greeted Kevin, the head of sales, who was already seated at the table, and briskly left.
Cindy was the head of the account management group at a large technology services company. We were hired to help create an account planning program, but, as we discovered ...
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