December 2003
Intermediate to advanced
300 pages
6h 14m
English
Content preview from The New Solution Selling, 2nd EditionBecome 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,
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APPENDIX BSolution Selling: A Scalable Approach
Solution Selling was designed to be scalable and to address both complex, difficult sales cycles as well as less complex, shorter sales cycles. When the subject of the shorter or less complex sales comes up, I’m usually asked two questions: Does Solution Selling apply? If so, how is it used?
The concepts and principles apply to both and it’s because Solution Selling is based on human nature and how people buy; not all sales situations are created equal, however. Not all selling situations require an entire sales team to navigate every step of the sales process while using every job aid and technique of Solution Selling—that wouldn’t be practical.
Keep in mind that one of the cornerstones of the ...
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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.