Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts 1 9781259643248 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.
Sandler Enterprise Selling:  Winning, Growing, and Retaining Major Accounts

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

1st Edition
By David Mattson and Brian Sullivan
ISBN10: 1259643247
ISBN13: 9781259643248
Copyright: 2016

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ISBN10: 1259643247 | ISBN13: 9781259643248



The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

READ THIS FIRST: Frequently Asked Questions
About Sandler Enterprise Selling

STAGE 1: Territory & Account Planning
CHAPTER 1: Market Understanding
CHAPTER 2: Analysis/SWOT Assessment
CHAPTER 3: Client/Prospect Profile Development
CHAPTER 4: Territory Value Propositions
CHAPTER 5: Account Planning

STAGE 2: Opportunity Identification
CHAPTER 6: Prospecting
CHAPTER 7: Engaging
CHAPTER 8: Communication
CHAPTER 9: Setting Expectations

STAGE 3: Qualification
CHAPTER 10: Positioning
CHAPTER 11: Teaming
CHAPTER 12: Pain—Establishing Reasons to Do Business
CHAPTER 13: Budget
CHAPTER 14: Decision

STAGE 4: Solution Development
CHAPTER 15: Refine the Position
CHAPTER 16: Pursuit Navigator
CHAPTER 17: Build and Form
CHAPTER 18: Compelling Themes
CHAPTER 19: Fingerprinting

STAGE 5: Proposing & Advancement
CHAPTER 20: Developing the Response
CHAPTER 21: Proposal and Presentation
CHAPTER 22: Selection
CHAPTER 23: Agreement and Transition

STAGE 6: Service Delivery
CHAPTER 24: Client- centric Satisfaction
CHAPTER 25: Business Requirements Focus
CHAPTER 26: Team Accelerators
CHAPTER 27: Client2
CHAPTER 28: Client Retention