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Sandler Enterprise Selling

Winning, Growing, and Retaining Major Accounts


Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams.

To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients serve them effectively, and grow the relationships over time. Sandler Enterprise Selling is the only enterprise selling system based on the award-winning and proprietary Sandler Selling System methodology created by David H. Sandler.

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Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.

This is a practical, step-by-step book, that clearly outlines the process for successful enterprise sales.

It's designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to:

  • Set a baseline for success for each territory and account.

  • Identify opportunities with the highest probability of success.

  • Engage with buyers to qualify enterprise opportunities.

  • Craft solutions that directly address your clients’ needs.

  • Propose your solution and achieve advancement.

  • Serve and satisfy your client, earning the right to grow the business.


Sandler Enterprise Selling in the news

Read about all the success and media coverage on Sandler's Enterprise Selling program, including the most recent book launch in partnership with McGraw Hill, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Media Coverage, Sandler Enterprise Selling

David H. Mattson

About the Authors

Dave H. Mattson is the CEO and President of Sandler Training. He is also a best-selling author, keynote speaker sales and management thought leader, and global provider for sales training seminars around the world. Mattson first met the famous founder of Sandler Training, David H. Sandler, in 1986, went to work for him in 1988, and was eventually chosen to lead the company.

Brian Sullivan

About the Authors

Brian Sullivan is Vice President of Sandler Enterprise Selling at Sandler Training. He has extensive enterprise sales, sales management, and P&L management experience including sales training and sales process development from his years with The Cap Gemini Group and Xerox Corp., and through his work as an adjunct professor at Loyola University Maryland.

Sandler Enterprise Selling: Winning and Growing Enterprise Accounts

Sandler Enterprise Selling's World Class Tools

Sandler Enterprise Selling in the Press

Logical Grouping of Accounts

KARE for Your Accounts

May 12, 2016 - The-CEO-Magazine by Brian Sullivan 

In selling, we all work with logical groupings of our accounts, both clients and prospects, to add clarity to our sales and service efforts. For example, we group by industry, account size, geography, and commercial vs. public sector. We create these groupings to be more effective and efficient in our efforts to win business and expand accounts.

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Winning Major Opportunities

When It Comes to Going After the 'Big Deal' Key Questions Remain

July 21, 2016 - Corp! Magazine by Brian Sullivan 

Winning major opportunities with large, complex accounts can grow your business and propel your organization to new levels. But pursuing and losing the wrong deals can be costly. And winning them can be worse.

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