March 2014
Intermediate to advanced
240 pages
4h 33m
English
book
The Collaborative Sale: Solution Selling in a Buyer Driven World
by Keith M. Eades, Timothy T. Sullivan
Content preview from The Collaborative Sale: Solution Selling in a Buyer Driven WorldBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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.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.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.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.
1 “The Story” and What's behind The Collaborative Sale
Jon was a sales superstar, and the rapidly growing company we'll call “ExyRisk” couldn't wait to get him on board as a rainmaker. Jon's success in selling technology solutions into the financial services industry, coupled with his Wharton MBA, made him a coveted midcareer hire for ExyRisk, a developer of financial risk modeling software based in the San Francisco area. Recently purchased by a private equity firm, the four-year-old company was under intense pressure to perform, and it needed top sales talent.
But within six months of being hired, no one was more surprised than Jon when he realized he couldn't close sales in his new job.
After he joined ExyRisk, Jon did what he had always done—he reached out to his network to arrange introductions to senior-level prospects. When he met with them, potential buyers were intrigued by ExyRisk's capabilities, but he couldn't get more than a couple of his prospects to agree to a demo. Their reasons varied but were based on one of two themes. The first was: “We've got a project on the horizon that this might be a good fit for, but right now we have to execute what's on our plate.” The other was: “Our budgets are on lockdown, so there's no need to waste your time giving us a demo on something we can't buy.”
His best lead was an insurance brokerage that specialized in severe weather modeling to set risk pools. Jon saw an opportunity to partner with the broker who would resell ExyRisk's ...
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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.