Brian Sullivan is the Vice President of Sandler Enterprise Selling at Sandler Training, an international training and consulting organization. Prior to joining Sandler in 2012, Brian was in sales, sales management and P&L management positions with The Cap Gemini Group for thirty years and in sales positions with Xerox Corporation prior to his time with Cap Gemini. He also served as an adjunct professor for twelve years at Loyola University Maryland, where he received his BA in Business Administration and his MBA in Marketing.
Brian is the co-author of Sandler Enterprise Selling: Winning and Growing Enterprise Accounts and he is a frequent contributor to blogs and articles in business publications.
[Top Sales Magazine] Of course, we’ve all been tested of late. And much has been written and discussed about positivity and optimism, traits that can certainly help people weather storms. But it’s the power of beliefs in the real risks referred to in Lewis’ quote that I’d like to focus on. And ultimately, in reference…Read More
[Sales Pop] In turbulent times, it’s especially critical to stay connected with others, to help and to serve. While we typically think first of family and friends, our connections with clients and prospects in difficult times are important as well. In Sandler Enterprise Selling, we teach a process that adds clarity to these business connections…Read More
In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business.Read More
[Sales Pop] In selling to and serving major accounts, no matter how effective you are, you must face a harsh truth. Losing happens. Regardless of your focus, time and effort, you’re certain to come up short on occasion.Read More
Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?Read More
[Sales Pop] In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase…Read More
[Sales Pop] As we know, selling’s a highly competitive business, not for the faint of heart. But we’ve been trained to follow the process and work smart. Plan, prospect, research and qualify. Identify and address prospect pains. And every day, battle other sales warriors doing the same things and seeking the same goals. No, it’s…Read More