In Enterprise Selling, Pain Cuts Both Ways

Tiara Jenifer

[Top Sales Magazine]

Interesting. At Sandler, we believe strongly in the concept of pain. One of our most iconic quotes is, “No pain, no sale”. How true. And in selling, while we typically think of pain in terms of the prospect, as sales teams, we stare down the demon as well. So, we define enterprise selling in terms of the unique pains and challenges faced by organizations selling to and serving large accounts as opposed to small and medium­sized businesses – SMB’s. And while many pains apply, our definition focuses on what we believe are the eight most harrowing.