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[Enterprise Selling]

Five Channels to Enterprise Account Wins: The Seeds of Growth

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth.

[Awards]

Awarded Top 50 Franchises for Women

[Franchise Business Review] Sandler has received the Top 50 Franchises for Women…

[Enterprise Selling]

The Effective Win-Loss Analysis

Selling teams often struggle with analyzing enterprise wins and losses. Human nature in sales, of course, typically motivates rapid movement to the next deal and hopefully, the next win. But hope, as we all know, is not a strategy. But the most important reason that effective win-loss analysis rarely happens, if at all, isn’t about the selling psyche. It’s about the lack of practical Go/No-Go processes that dictate whether major deals should be pursued in the first place.

[Enterprise Selling]

Team Buying

We all understand how important team selling is in the enterprise world. Marshaling your most important organizational assets to win enterprise deals is an absolute survival skill. And these assets are your people – your colleagues who simply must be engaged in the selling process.

[Enterprise Selling]

The Quarterly Business Review – It’s All About Value

In Sandler Enterprise Selling, we flip the model. We believe in Quarterly Value Reviews and a keen focus on twin themes – value delivered and value projected. And the message? It’s not about you – it’s about the client. And how they view the value you’ve delivered and the value they expect from you in the future.

[Enterprise Selling]

The True Impact of Sales Competition

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. But what do we see in much of the competitive analysis done today?

[Awards]

Awarded Top 20 Sales Training Company

[Training Industry] Sandler has received the prestigious Top 20 Sales Training Companies…

[Enterprise Selling]

Fingerprints to Success

Enterprise selling is defined in terms of the unique pains and challenges that organizations face in selling to and serving large enterprise accounts. At Sandler, we believe strongly in the power of pain. Our founder, David Sandler famously said, “No pain, no sale”.

[Enterprise Selling]

Practical Market, Territory and Account Planning

Off the Cuff Instant Interview Question:“What are some tips for doing practical market, territory and account planning?”  Brian Sullivan provides a high-level overview of a practice framework in five fundamental areas for sales planning to enterprise selling clients.

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