March 2017
Beginner to intermediate
148 pages
1h 52m
Chinese
Content preview from 设计领导力
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销售与营销
｜
107
瓦利埃尔接着描述了这些关系是如何带来长期回报的。“我们觉得首个项目让客户
有机会真正了解我们这家公司，并有机会看到我们重视的，以及可以如何与他们展
开合作，但这只是长期合作关系的铺垫。结果是，我们能够与客户合作多年。我们
的一些客户，真的，从
2000
年
5
月就开始合作，而且现在仍在继续合作。多年来，
我们为他们的网站做过数次重新包装与设计。”这种长期合作关系的好处也将超越
潮流趋势和技术。“这超越了公司内许多领导层变动。而且在与
Velir
公司合作的近
15
年里，对方一直清楚合作带来的价值。”
最后这一点对客户关系的成功和企业的成功均是关键。瓦利埃尔强调了我们在前面
提到的：营销与销售是分不开的。创建与企业价值和业务核心相连的商业发展战略，
是建立成功的长期合作关系的关键。有经得起时间考验的愿景和价值观，使得即使
在客户企业或市场发生变化时，仍能保持联系。这种设计企业的核心文化与客户要
找的合作关系之间的联系，令成功的领导者经久不衰，且不会被某个潮流、科技或
客户领导层变更带来的问题击倒。如果联系的是结果，而不是特定技术，营销和销
售渠道便经得起时间的考验。
“如果你考虑与客户的合作关系不仅是眼前这个项目，便会开始做出更接近于长期
视角的决定，”瓦利埃尔解释道，“在这个项目之外的合作关系会是怎样？是否开
始做出更加考虑到对方最佳利益的决定，而不是只关注下个季度的回报，或者单个
项目在利润方面的意义。”聪明的设计领导者可能会选择在第一个项目上做出小让
步，因为知道这会为以后更多的项目打下铺垫。这些让步会向客户表明，你有兴趣 ...
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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.