Sandler Enterprise Selling Winning, Growing, and Retaining Major Accounts

David H. Mattson , Brian W. Sullivan 지음

McGraw-Hill 2016년 04월 15일 출간

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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 cycle

작가정보

저자(글) David H. Mattson

저자(글) Brian W. Sullivan