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 14
Compete on Value
The Sales Expansion Loop: Compete on Value
At the end stages of the sale there may be a final presentation, a ritual wrap-up to summarize what all parties have agreed to in past meetings, discussing what you’ll deliver, and how they’ll benefit. Part of your final presentation will focus on the value proposition that has been codeveloped (and hopefully copresented) with customer stakeholders around the table. This will all be documented in a formal proposal you write.
All these calendared steps should be featured in the Mutual Project Plan you agreed to long ago, which even now at the end of the sales cycle should ...
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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.