Sandler Blog
Stay up to date with valuable insights and advice from our expert trainers.
In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.
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Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization.
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Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in…
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Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time. Of course, enterprise pursuits require much time and effort, and bring unique challenges for sales…
Read MorePrajwal Gadtaula, Founder of Business Brainz, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at doing enterprise-level account research and pre-call planning. Get the best practices collected from around the world. Find Praj at http://businessbrainz.com/. The How to Succeed Podcast is a public and free podcast from Sandler Training,…
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Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes,…
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There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out. Months and years can pass while pursuing an opportunity with an enterprise organization. And as the time passes, the doubt, uncertainty,…
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