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