Overview

"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.  "

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9781265861100

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David H. Mattson is the CEO and President of Sandler Training. He is also a bestselling author, keynote speaker, sales and management thought leader, and global provider for sales training seminars around the world. Mattson first met the famous founder of Sandler Training, David H. Sandler, in 1986, went to work for him in 1988, and was eventually chosen to lead the company. Brian W. Sullivan is Vice President of Sandler Enterprise Selling at Sandler Training. He has extensive enterprise sales, sales management and P&L management experience including sales training and sales process development from his years with The Cap Gemini Group and Xerox Corp. and through his work as an adjunct professor at Loyola University Maryland.

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