Sandler Enterprise Selling

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

Special guest, Brian Sullivan, Sandler trainer and author shares his thoughts about how to succeed at enterprise selling. It is an inside look at the new Sandler Training book, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.