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 7
Qualify Your Ability to Win
The Opportunity Snapshot for Trimester 3, Alignment
Alignment is the extent to which your resources of people, time, product, and expertise are understood by the key decision stakeholders, are seen as favorable, and impact the end result. It’s also about everyone in your core and extended sales team being animated by the same spirit and strategy as they engage in the deal.
CRITERION 7. RESOURCES
Your people resources (including those from third parties or partners) must be available to sell, meet, demonstrate, and deliver your solution where and when the clients require. They must know what your value is ...
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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.
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