December 2013
Intermediate to advanced
288 pages
7h 42m
English
Content preview from Target Opportunity Selling: Top Sales Performers Reveal What Really Works
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Chapter 2
Research
The Sales Expansion Loop: Research
The word research comes from the French word rechercher, which means “to go about seeking knowledge.”1 It is a “harnessing of curiosity” to establish facts and solve new or existing problems.
With a little bit of homework and preparation, you can understand the customers’ world, see through their eyes, and walk in their shoes. But why would you want to bother? Because if you want to pitch an idea to a prospect that they’re not already considering, you must be conversant with the issues that are going on in their industry, company, or personal roles, and you must extrapolate how your offering ...
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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.