Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
- 1h 55m
- Brian W. Sullivan, David H. Mattson
- McGraw-Hill
- 2016
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:
- Set a baseline for success for each territory and account
- Identify opportunities with the highest probability of success
- Engage with buyers to qualify enterprise opportunities
- Craft solutions that directly address your client’s needs
- Propose your solution and achieve advancement
- 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.
About the Authors
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.
In this Book
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Sandler Enterprise Selling─Winning, Growing, and Retaining Major Accounts
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Read This First─Frequently Asked Questions About Sandler Enterprise Selling
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Market Understanding
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Analysis/SWOT Assessment
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Client/Prospect Profile Development
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Territory Value Propositions
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Account Planning
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Prospecting
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Engaging
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Communication
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Setting Expectations
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Positioning
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Teaming
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Pain—Establishing Reasons to Do Business
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Budget
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Decision
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Refine the Position
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Pursuit Navigator
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Build and Form
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Compelling Themes
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Fingerprinting
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Developing the Response
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Proposal and Presentation
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Selection
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Agreement and Transition
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Client-centric Satisfaction
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Business Requirements Focus
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Team Accelerators
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Client2
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Client Retention
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Epilogue
