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 6
Qualify Your Seat at the Table
The Opportunity Snapshot for Trimester 2, Positioning
The second trimester has a dedicated section in the Snapshot. This Positioning wedge focuses you on whether you’re perceived by the prospects to be a supplier who should be given a seat at the table. For scoring to favor you, they must perceive that you fully understand their requirements and you can offer them a unique differentiated solution that represents value they find compelling enough to act on. Let’s explore the Positioning wedge in more detail.
CRITERION 4. REQUIREMENTS
To score well in this criterion of the Snapshot, you need to know what ...
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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.