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Sandler Enterprise Selling:  Winning, Growing, and Retaining Major Accounts by [Mattson, David H., Sullivan, Brian W.]
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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts Kindle Edition

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Length: 240 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Product description

Product Description

The comprehensive 6-stage selling program from Sandler Training--

"Top 20 Sales Training Company" by Selling Power Magazine

Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.

You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to:

1. Set a baseline for success for each territory and account

2. Identify opportunities with the highest probability of success

3. Engage with buyers to qualify enterprise opportunities

4. Craft solutions that directly address your client’s needs

5. Propose your solution and achieve advancement

6. Serve and satisfy your client, earning the right to grow the business

Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits.

Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts.

Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.

From the Back Cover



 "At Salesforce, we invest highly in our customers and employees, and Sandler has made a huge positive impact not only on my team's bottom line but also in their ability and confidence as salespeople.  The Sandler Enterprise Selling program is a must for those who want to take their game to the next level."

--Tony Rodoni, SVP Commercial Sales, salesforce

"A strategic approach to help navigate complex selling environments and yield tremendous results."

--Tracie Reed, VP Business Development, Drillform Technical Services, Ltd.

"Sandler’s Enterprise Selling (SES) program is giving us a strategic approach to developing both our customers and prospects. The program uses structured collaboration to bring together our Sales, Operations, IT, Management and Customer Service departments for effectively winning and growing major accounts. Using SES we can determine what the customer needs and how best to deliver it, rapidly and without wasting resources."

--Brian Topper, Managing Director, Centaur Services


"Dave Mattson and Brian Sullivan have written the authoritative piece on enterprise selling. This book combines innovative, provocative insights and proven real-world experiences to give executive leaders and service providers a powerful 'how- to' into every aspect of enterprise account selling."

-- David Devine, Chairman and CEO, The Devine Group, Inc.


"The Sandler Enterprise Selling program (SES) gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. Sandler Enterprise Selling is a force multiplier, plain and simple."

--Benjamin Kelton, Director of Sales, Drilling Info, Inc.


"Sonoco’s emphasis on strategic account management and sustainable value creation are completely aligned with the Sandler Enterprise Selling (SES) process and its tools. I believe that some of our greatest potential and greatest assets are to be found in our relationships with our existing customers. I’m excited about our growth prospects as we work the SES process and tools to unlock this potential."
-- Greg L. Powell, Vice President, Sonoco Protective Solutions - Packaging and Components


"We chose the Sandler Enterprise Selling program because it takes our skills to the level necessary for us to outperform our competition in a highly competitive, highly sophisticated market."
-- Ken Harris, Vice President, Sales and Marketing, Pelstar LLC/Health-o-meter® Professional Scales


"Why use Sandler Enterprise Selling? For DS Smith Plastics, the answer has been obvious – it’s given us a common set of tools for progressing a sale to close, a common language to use when in the process of making that sale and above all else a common strategic platform to make the process scalable and repeatable. Sandler Enterprise Selling takes the well proven Sandler principles to the next level and can really drive meaningful change within your organization."
-- Kevin Grogan, President, DS Smith Plastics North America

Product details

  • Format: Kindle Edition
  • File Size: 13558 KB
  • Print Length: 240 pages
  • Publisher: McGraw-Hill Education; 1 edition (15 April 2016)
  • Sold by: Amazon Australia Services, Inc.
  • Language: English
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #150,478 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most helpful customer reviews on 3.8 out of 5 stars 23 reviews
Vanessa W. Blake
3.0 out of 5 starsThis book has a lot of great points, however
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Clifford Jones
5.0 out of 5 starsThis Is Worth the Read, and ...
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Alex Kirby
5.0 out of 5 starsEven though Sandler is best known in the SMB space
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