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Book Description

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 cycles, wide  buyer networks, or  significant investments in pursuits.

 

Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts.

 

 

 

Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.

 

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Acknowledgments
  6. Contents
  7. READ THIS FIRST: Frequently Asked Questions
  8. STAGE 1: Territory & Account Planning
    1. CHAPTER 1: Market Understanding
    2. CHAPTER 2: Analysis/SWOT Assessment
    3. CHAPTER 3: Client/Prospect Profile Development
    4. CHAPTER 4: Territory Value Propositions
    5. CHAPTER 5: Account Planning
  9. STAGE 2: Opportunity Identification
    1. CHAPTER 6: Prospecting
    2. CHAPTER 7: Engaging
    3. CHAPTER 8: Communication
    4. CHAPTER 9: Setting Expectations
  10. STAGE 3: Qualification
    1. CHAPTER 10: Positioning
    2. CHAPTER 11: Teaming
    3. CHAPTER 12: Pain—Establishing Reasons to Do Business
    4. CHAPTER 13: Budget
    5. CHAPTER 14: Decision
  11. STAGE 4: Solution Development
    1. CHAPTER 15: Refine the Position
    2. CHAPTER 16: Pursuit Navigator
    3. CHAPTER 17: Build and Form
    4. CHAPTER 18: Compelling Themes
    5. CHAPTER 19: Fingerprinting
  12. STAGE 5: Proposing & Advancement
    1. CHAPTER 20: Developing the Response
    2. CHAPTER 21: Proposal and Presentation
    3. CHAPTER 22: Selection
    4. CHAPTER 23: Agreement and Transition
  13. STAGE 6: Service Delivery
    1. CHAPTER 24: Client-centric Satisfaction
    2. CHAPTER 25: Business Requirements Focus
    3. CHAPTER 26: Team Accelerators
    4. CHAPTER 27: Client2
    5. CHAPTER 28: Client Retention
  14. EPILOGUE
  15. INDEX
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