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Selling Major Accounts: Following the Roadmap of Value

By Brian Sullivan / October 1, 2019

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts.

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Major Account Buyer Networks – Know the Behaviors

By Brian Sullivan / September 3, 2019

We know all about the importance of team selling, don’t we? It’s that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented. But what about the other side of the big deals? What about…

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Team Selling: The Secret Weapon in Major Accounts

By Brian Sullivan / August 20, 2019

In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals.  In the enterprise world, team selling needs to be more than a slogan; it needs to…

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Enterprise Sellers: Five Ways to Engage Existing Accounts for New Business

By Brian Sullivan / July 30, 2019

Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time. Of course, enterprise pursuits require much time and effort, and bring unique challenges for sales…

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There’s Still Time

By Brian Sullivan / July 23, 2019

A midsummer night’s dream. Not Shakespeare’s, though, but the sales manager’s dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance.

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Enterprise Selling: Herding Cats

By Brian Sullivan / June 26, 2019

A midsummer night’s dream. Not Shakespeare’s, though, but the sales manager’s dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance.

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Summer Sales Strategy

By Brian Sullivan / June 23, 2019

It’s summertime. Longer days and slower pace. Thoughts of vacation and holiday dance in your head as you revel in relaxation. And then, reality hits. You remember that you’re a sales manager and that summertime means simply that half of your year is gone.

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No Happy Storybook Endings in Enterprise Selling

By Brian Sullivan / June 14, 2019

A midsummer night’s dream. Not Shakespeare’s, though, but the sales manager’s dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance.

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Enterprise Salespeople: Gather the Team!

By Brian Sullivan / May 24, 2019

Sometimes, even the best product needs a little help from the team to become a legend. The Xerox 914 Copier was introduced on live television in 1959 – many years before I arrived at The Big X, where I had the honor of starting my career in selling. The 914 was a singular product, a…

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