Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts https://www.mheducation.com/cover-images/Jpeg_250-high/1259643247.jpeg?404URL=https://shop.mheducation.com/mhshopweb/images/no_cover_140.png
Table of Contents

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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

EPILOGUE
INDEX