December 2003
Intermediate to advanced
300 pages
6h 14m
English
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Index
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking or tapping a link to get to the indexed material.
account-level activities, 51
accounts, guidelines for existing, 48, 50
active opportunities, 41. See also Looking opportunities
deciding when to compete for, 136–37, 138–42
competitive strategies for, 141–47
qualify, 139–41
request for proposal (RFP) and, 165–70
vision re-engineering and, 154–64
admitted pain, 19
alignment, with buyers, 87, 89
Art of War, The, 136–37
Bidder’s Conference, 170
Business Development Letters, 80–83
Business Development Prompters, 75–83
formats for, 75–80
letters, 80–83
buyers
alignment ...
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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.