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 10
Align to Key Stakeholders
The Sales Expansion Loop: Social Capital—Competition and Value
COMPETITION AND INFLUENCE
In every project, the people in your target opportunity will either stay on the fence and let others choose who to buy from or they will take sides and shape the outcome. Some will want change; others will want things to stay as they are. Some will want an external supplier; others will want to build an internal solution. Some will want you to win; others will want your competitor to win.
Allegiance
When you’re selling, you need to know which way people are leaning so you can direct them in your favor. You must question ...
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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.