A systematic approach to winning enterprise business
In the enterprise sales environment, the number of decision makers, as well as the degree of interaction between them, is typically far greater than what is required in more traditional sales interactions.
Review our list of the challenges you need to be prepared to overcome when working with enterprise prospects and clients.
This complex interaction of people and exchange of information results in:
Organising and documenting interactions and exchanges of information between and among buyer and seller teams is of prime importance and a necessary element for closing sales and closing them profitably.
Sandler Enterprise Selling provides the tools with which to do that along with the strategies and processes to keep sales opportunities moving forward to favourably predictable conclusions.
The group of people who define the need may be different than the group who help shape the solution. And control of the resources to acquire and implement the solution may fall under yet another group of people.
The composition of the sales team with the primary lead in exploring and defining the need will often change as the focus shifts to framing and creating a solution. The implementation team will also likely include additional people.
Read about all the success and media coverage on Sandler's Enterprise Selling program, including the most recent book launch in partnership with McGraw Hill, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.
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Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This latest Sandler book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.