Brian Sullivan

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.

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Only a Real Risk Tests the Reality of a Belief 

By Brian Sullivan / May 7, 2020

[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…

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KARE in Crisis

By Brian Sullivan / April 16, 2020

[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…

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Believe, Act and Win!

By Brian Sullivan / March 18, 2020

[Sales Pop] One of my favorite quotes comes from the famous religious leader, Buddha – “What consumes your mind controls your life”. While it’s universally applicable, I’d like to focus on how it relates to selling.

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Winning Business through Channel Selling

By Brian Sullivan / March 12, 2020

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.

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Losing Major Deals and the Black Boxes of Learning

By Brian Sullivan / February 17, 2020

[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.

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Different Accounts Awaken Your Different Beasts

By Brian Sullivan / January 25, 2020

[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…

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Converting the High Percentage Deals

By Brian Sullivan / December 12, 2019

[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…

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In Selling, Whose Year Should You Close Strong?

By Brian Sullivan / December 4, 2019

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong.

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