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 8Communication
Once you’ve engaged with a prospect, it’s important to make sure your communication is effective—often easier said than done. Take a look at Figure 8.1, which breaks down how human beings communicate.
What could be simpler? Yet even though this communication model seems quite direct, things often get deeply confused when you are interacting with stakeholders and decision makers. Why?
The answer is straightforward: People have different behavioral profiles. What works with one person may backfire spectacularly with someone else.
This brings us to the DISC behavioral assessment system, which is deeply relevant to the world ...
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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.