Sandler Enterprise Selling
A systematic approach to winning enterprise business
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.
Challenges of Enterprise Selling
This complex interaction of people and exchange of information results in:
A high degree of selling team cooperation, communication, and creativity
More complex solutions requiring carefully orchestrated implementation
Longer selling cycles with increased hard and soft costs of pursuing opportunities
On the Buyer's Side
The group of people who define the need may be different than the group who help shape the solution. And control of the resources to acquire and implement the solution may fall under yet another group of people.
On the Seller's Side
The composition of the sales team with the primary lead in exploring and defining the need will often change as the focus shifts to framing and creating a solution. The implementation team will also likely include additional people.
The Six Stages of Enterprise Selling
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.