A systematic approach to winning enterprise business
Selling into large, complex and demanding organisations can be incredibly rewarding and lead to high growth, or it can be an expensive, time-consuming nightmare. You’re dealing with multiple layers of decision makers, complex contracts, and long-cycle negotiations. Even a seasoned sales team can be taken by surprise working on an enterprise opportunity. In order to be successful, you have to win the business and then exceed 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.
Does your team struggle with:
Today's performers are always prepared. It's how they run the game.
Managing Director | Centaur Services
"Sandler Enterprise Selling (SES) program is giving us a strategic approach to developing both our customers and prospects. The program uses structured collaboration to bring together our Sales, Operations, IT, Management, and Customer Service departments for effectively winning and growing major accounts. Using SES we can determine what the customer needs and how best to deliver it, rapidly and without wasting resources."
Sandler Enterprise Selling provides the strategy, processes, and tools to keep sales opportunities moving forward to favorably predictable conclusions.
In major accounts, there are a lot of things that need to happen before you approach a prospect or client account about a specific opportunity. The critical first step is planning.
This stage gives you the tools you need to prospect effectively, engage with targets, communicate with them to deliver valued, compelling insights and set mutual expectations for the sales process.
You will learn how to choose which deals to pursue based on whether it makes sense for both sides to proceed. Ongoing analysis helps you strengthen both your offensive and defensive strategies.
Once you’ve earned the right to move ahead with the preparation of a proposal, your solution should uniquely qualify you to win the business by aligning directly to the account’s needs and pains.
In this stage, you will identify and execute the team activities involved in finalising the proposal, ensuring that the voice of the customer reverberates throughout the document in order to drive decisions and action.
After all the time, money and effort you invested to pursue this opportunity, it is now time to focus on service excellence and delivering effectively. Internal and external communication is critical during this final phase.
Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This Sandler book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.