Selling to a single buyer can be challenging enough. When you're selling into an enterprise organisation, you’re dealing with multiple layers of decision makers, complex contracts, and long-cycle negotiations. Even a seasoned sales teams can be taken by surprise working with an enterprise opportunity.
In order to be successful, you have to win the business AND exceed their expectations on delivery, in order to expand the relationship over time.
Enterprise sales as a business objective sounds simple enough, but it presents unique opportunities and challenges.
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.
Read about all the success and media coverage on Sandler's Enterprise Selling programme, including the most recent book launch in partnership with McGraw Hill, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.
Today’s top performers are always prepared. It’s how they run the game.
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