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Sandler Enterprise Selling

A systematic approach to winning enterprise business

Audit your enterprise selling process

Succeed in the pursuit of enterprise selling

The enterprise sales environment is complex. Long lead times, a complex costly pursuit and the need for a coordinated team sale means that a systematic approach is vital. 

There are particular and unique challenges that face companies during an enterprise pursuit, the most common of which are:  

  • Identifying and contacting all the relevant decision makers

  • Having the courage to pull early from a pursuit that is attractive but unlikely to close

  • Internal communication between teams needs to be constant and coherent

  • Keeping direction and a sense of proportion during a long pursuit 

  • Implementation has to be on time and to the brief

  • Tight control on project scope and creep

The Six Stages of an enterprise sale

Our Enterprise Selling program introduces a 6 stage 'playbook' that navigates the team from initial outreach and strategy through to implementation and long term account growth.

  • Stage One: Territory & Account Planning
  • Stage Two: Opportunity Identification
  • Stage Three: Qualification
  • Stage Four: Solution Development
  • Stage Five: Proposing & Advancement
  • Stage Six: Service Delivery

Sandler Enterprise Selling — The Book

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.

The Sandler Blog

Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.

Knowledge is power. Know what you're up against in the enterprise sales arena.

Review our list of the challenges you need to be prepared to overcome when working with enterprise prospects and clients.

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