March 2017
Beginner to intermediate
320 pages
6h 54m
English
Content preview from Sales EQ
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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.
13Engagement and Micro-Commitments
Great things are not done by impulse, but by a series of small steps brought together.
—Vincent Van Gogh
Kurt Long, CEO and founder of the data security firm FairWarning, admits that it was not the optimal situation to be in. “But I didn't have much of a choice,” he explains. “We were launching our new cloud-based security product and at that point I was the only person who really understood it enough to sell it.”
It was a long shot. A new software as a service (SaaS) program no one had ever heard of. A hungry CEO and founder. A huge targeted prospect. A distance of 4,400 miles between Tampa and London. Only one relationship inside that big company.
“What I had going for me, though, was Andy, a stakeholder inside the company who'd taken an interest in the software. He was totally engaged.”
For Kurt, like many ultra-high performers (UHPs), the most important qualifier is engagement:
- Will the person I am working with match my effort?
- When I give, does the stakeholder give back?
- When I ask for small, reasonable commitments, do they accept or negotiate an alternative?
- When we agree on commitments, do they keep them?
- Are they invested in the process?
“Time is my most valuable asset,” Kurt explains. “If my stakeholder does not value my time as much as they value their own, I'll walk away.”
Kurt tested Andy's engagement by asking for micro-commitments—small steps forward. Andy agreed to and honored those commitments. He matched Kurt's efforts. ...
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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.
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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.