May 2023
Intermediate to advanced
288 pages
6h 6m
English
book
The Sales Agility Code: Deploy Situational Fluency to Win More Sales
by Michelle Vazzana, Lisa Sottosanti Doyle
Content preview from The Sales Agility Code: Deploy Situational Fluency to Win More Sales
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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.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.
CHAPTER 10
Assessing: Gathering Intelligence on the Buying Situation
Have you ever made a New Year’s resolution to get in shape or start living by a budget? Something you basically know how to do and want to do better? How often does the resolution stick? If you are like most people, until about mid-January. Your intentions are good, but you get distracted, or you turn your focus to other more satisfying priorities. Assessing the buying situation, which is the core of sales agility, often suffers from a similar fate. The seller has the intention to dig fully into the customer situation, but then gets distracted by something the buyer says that is clearly aligned to a specific solution and chooses to start sharing that solution’s capabilities. ...
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