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,
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Introduction
I sat across the table from the head of sales for a multinational manufacturing company. The end of Q3 loomed near, and he said it had been a tough quarter for the sales team. Last year, most of the team members nailed their quotas, and the organization overall came in above goal. In fact, sales were strong enough to carry revenue into the first quarter of the new year. But by midyear, the team’s hot streak had cooled. The team was scrambling while its forecasts fell short of its goals. Everything had been great: “We’re hot. Who needs a plan?” he said, describing the sentiment of the team until that time. Now they needed to do something—quickly.
Nobody liked to plan. Nobody liked to come in from the field and work through the challenges ...
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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.