June 2020
Beginner to intermediate
288 pages
6h 19m
English
Content preview from Smart Calling, 3rd Edition
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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.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.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.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.
CHAPTER 20Smart Calling Reviews, Case Studies, and Makeovers
One of the many things that I love about what I do is seeing the results that Smart Callers worldwide are enjoying. Also, I get great satisfaction when I have the opportunity to help further refine what they develop.
In this chapter I’m sharing examples submitted from fellow Smart Callers out in the field. In some cases you’ll see the finished product that didn’t require any changes; in others I’ll walk you through the process I apply when I review and tweak openings for clients and customers.
How One Rep Used the Smart Calling Process to Craft an Effective Opening
Mike Bartashy sells crates, foam, and cartons. He was previously in the military as a packaging engineer, so he has experience as a buyer and user of these products. Because of his background, Mike smartly targets prospects who sell to the military or their contractors.
Mike says that he does his research and knows everyone that he calls uses and needs what he sells. But he doesn’t sound like he is assuming that in his calls. Mike shared his Smart Call opening:
“Hello ____, I’m Mike Bartashy with ____. I noticed that you do business with [Lockheed Martin, the military, etc.] and/or [recently received a contract] or [currently a supplier to _____]. We help companies like yours that supply these types of industries, with assistance in making sure you are in compliance with any special packaging requirements. We also help you stay informed of the latest ...
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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.