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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CHAPTER FOURPrecall Planning and Research
Here’s an exercise. Think of a selling opportunity on which you’re currently working. Next, take a piece of paper and draw a straight horizontal line; then write “beginning” at the left edge of the line and “end” at the right edge. Now mark an X where you believe you are in your opportunity. Then mark where you think your manager would say you are. Do the same for your technical expert or sales support person, if you have one. If a business partner is involved, mark that too. Finally, and most important, mark a big C where you think your customer thinks he or she is.
The point is that often we’re not all ...
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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.