Sandler Enterprise Selling

Sandler Enterprise Selling

Identify, Develop, and Implement Solutions for Large, Complex Accounts

Dominate large, complex accounts.

A practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.


Dave Mattson

As the CEO and President of Sandler Training, David Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances, and support.

More about Mattson
Sandler Author Brian Sullivan

Brian Sullivan

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.


Take your game to the next level.

 At Salesforce, we invest highly in our customers and employees, and Sandler has made a huge positive impact not only on my team’s bottom line but also in their ability and confidence as salespeople. The Sandler Enterprise Selling program is a must for those who want to take their game to the next level.

Tony Rodoni, Senior Vice President Commercial Sales | Salesforce

Sandler’s six enterprise selling stages. Identify, Develop, and Implement Solutions for Large, Complex Accounts

  • Territory and Account Planning
  • Opportunity Identification
  • Qualification
  • Solution Development
  • Proposing and Advancement
  • Service Delivery



Competitively pursuing large, complex accounts with multiple constituencies and multiple decision makers—to say nothing of winning and growing such accounts—is perhaps the biggest challenge for sales professionals. 



Winning, growing and retaining major accounts.

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