Sandler Blog

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In Enterprise Pursuits, It's About Time

In Enterprise Pursuits, It’s About Time

By Brian Sullivan / June 28, 2018

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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How to Succeed at Enterprise Selling [Podcast]

By Sandler Training / June 6, 2016

Special guest, Brian Sullivan, Sandler trainer and author shares his thoughts about how to succeed at enterprise selling. It is an inside look at the new Sandler Training book, 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…

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