April 2016
Beginner to intermediate
272 pages
3h 35m
English
book
Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
by David Mattson, Brian Sullivan
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CHAPTER 1Market Understanding
Territory planning, the focus of chapters 1 through 4 is the process of collecting and analyzing appropriate data and the building of practical strategies based on that data to maximize the likelihood of success.
Effective territory planning is the bedrock upon which the successful achievement of personal and organizational enterprise selling goals is built. This kind of planning focuses broadly on accounts within a given territory and on the identification of the product or service with the value most relevant to them.
“Which are the most promising, most likely prospects for our organization’s products and services?” Exploring this question closely and continually drives the best possible return on investment. Good ...
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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.