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 8
Social Capital
The Sales Expansion Loop: Social Capital
This step of the Sales Expansion Loop is of high importance, but it’s often skipped. Looking at the diagram above, it’s not uncommon to see salespeople go straight from confirming the budget (Qualify stage) to pitching their solution (Compete on Value stage) and miss the steps in between. For a simple sale in a linear sales funnel, this behavior may make sense, but it does not make sense in a large enterprise sale where personal agendas form aspects of the true decision-making process. If you don’t navigate the currents of politics and whirlpools of influence, you will drown no ...
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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.
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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.