Sandler Blog
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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.
Read More[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…
Read MoreIt’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.
Read MoreAnd 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.
Read MoreWe 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. %
Read MoreThis 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.
Read MoreSelling 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.
Read More[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.
Read MoreWe 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…
Read MoreIn sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. Account size also…
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