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 9Setting Expectations
This chapter is all about establishing the ground rules.
What are ground rules, and what do they have to do with enterprise selling or any kind of selling? Think of what happens before a baseball game or a boxing match. The umpires or the referee meet with both sides. There’s an important discussion that happens before the first pitch is tossed or the first punch is thrown. The purpose of that preliminary discussion is to review what’s in bounds, what’s out of bounds, what special rules apply, how the winner of the contest will be determined, and how special situations will be handled. Everyone agrees about the ground rules before things get started in earnest.
Something similar happens when a professional salesperson ...
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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.