In this episode, Harry and Larry reflect on how opportunity management is different to account management, but that there are plenty of similarities. They talk about how it focuses on a specific project or an identified chance to win business and that it is all about information. They see how it is understanding what they know and what they don’t know and that by recognise that there are things they need to understand better, they can take steps to find out and make better decisions.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   Buy the book here: linktr.ee/fredcopestake    To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/