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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts

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by David Mattson & Brian Sullivan
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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by David Mattson & Brian Sullivan

The comprehensive 6-stage selling program from Sandler Training--

"Top 20 Sales Training Company" by Selling Power Magazine

Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.


You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler  This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment.  The program's powerful six stages will guide you to:


1. Set a baseline for success for each territory and account

2. Identify opportunities with the highest probability of success

3. Engage with buyers to qualify enterprise opportunities

4. Craft solutions that directly address your client's needs

5. Propose  your solution and achieve advancement

6. Serve and satisfy your client, earning the right to grow the business


Each of the stages represents a key piece of the puzzle in the  proactive, team-oriented Sandler Enterprise Selling (SES) process.  With the proven training techniques in this book, you'll be able to use SES to win, grow and serve enterprise clients. You'll learn how to master 13 selling tools integral to your SES success-like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You'll discover practical solutions  to the vastly complex challenges in  enterprise organizations - extended sales cycles, wide  buyer networks, or  significant investments in pursuits.


Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts.




Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.To view this DRM protected ebook on your desktop or laptop you will need to have Adobe Digital Editions installed. It is a free software. We also strongly recommend that you sign up for an AdobeID at the Adobe website. For more details please see FAQ 1&2. To view this ebook on an iPhone, iPad or Android mobile device you will need the Adobe Digital Editions app, or BlueFire Reader or Txtr app. These are free, too. For more details see this article.

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Ebook Details
Pages: 272
Size: 6.0 MB
Publisher: McGraw-Hill Education
Date published:   2016
ISBN: 9781259643255 (DRM-EPUB)
2370007448777 (DRM-PDF)

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This ebook will only be sold to customers with a billing address in:
United States

This product is listed in the following categories:

Nonfiction > Business & Economics
Nonfiction > Business & Economics > Customer Service
Nonfiction > Business & Economics > New Business Enterprises

These authors have products in the following categories:

Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Sales & Selling
Nonfiction > Business & Economics
Nonfiction > Business & Economics > Sales & Selling > Management
Nonfiction > Business & Economics > Customer Service
Nonfiction > Business & Economics > New Business Enterprises

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