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 7Engaging
In the SES program, participants are trained to develop an enterprise-focused, territory-specific 30-second commercial. This commercial builds on all the work you did in Stage One, and naturally follows the territory value propositions you created there. As the value/pain connection is integrated throughout the SES program, the 30-second commercial will grow more and more targeted. Right now, you’re developing a commercial for the territory as a whole.
Let’s go back to the territory value propositions you crafted when you were evaluating the market needs.
Remember the four value arrows:
1. “When we have this [name the product/service] . . .
2. “. ...
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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.