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 6Prospecting
There is no one answer to the question, “What’s the right enterprise prospecting formula?” It’s a combination of prospecting activities that will be determined by customized factors in your world and your business model. But one thing is certain. In the enterprise world, as in all other professional selling, prospecting is about consistent, daily action. David Sandler said, “You don’t have to like prospecting, you just have to do it.” This is just as true in the enterprise world as it is anywhere else. You have to feed the funnel constantly.
The Keys to Prospecting Success
Prospecting and selling effectively require the mastery of three components. You have to learn and ...
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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.