Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

Sandler Enterprise Selling

By Sandler Training / September 15, 2020

Selling into large, complex, and demanding organizations can be incredibly rewarding and lead to high growth, or it can be an expensive, time-consuming nightmare.

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Different Accounts Awaken Your Different Beasts

By Brian Sullivan / January 25, 2020

[Sales Pop] In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase…

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In Selling, Whose Year Should You Close Strong?

By Brian Sullivan / December 4, 2019

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong.

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In Major Account Relationships, Retention is not a Noun

By Brian Sullivan / November 26, 2019

And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits.

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Major Accounts: Will They Stay or Will They Go?

By Brian Sullivan / October 31, 2019

We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. %

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How to Succeed at Team Selling

By Sandler Training / October 18, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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Selling Major Accounts: Following the Roadmap of Value

By Brian Sullivan / October 1, 2019

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts.

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Buyer Networks – Navigating the Behaviors

By Brian Sullivan / September 3, 2019

[Top Sales Magazine] In the enterprise world, it’s well known and widely implemented. But what about the other side of major account deals? What about the other collaborative strategy? That’s right – team buying.

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Major Account Buyer Networks – Know the Behaviors

By Brian Sullivan / September 3, 2019

We know all about the importance of team selling, don’t we? It’s that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented. But what about the other side of the big deals? What about…

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