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Sandler Enterprise Selling

A systematic approach to winning enterprise and key accounts business

Up your sales game for enterprise and key account clients.

In the enterprise sales environment, the number of decision makers, as well as the degree of interaction between them, is typically far greater than is required in other less complex sales interactions.  

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.

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Challenges of Key Account and Enterprise Selling

This complex interaction of people and exchange of information results in:

  • A need for a high degree of selling team cooperation, communication, and creativity

  • More complex solutions requiring carefully orchestrated implementation

  • Longer selling cycles with increased costs of pursuing opportunities

Organising and documenting interactions and exchanges of information between and among buyer and seller teams is crucial for closing sales - profitably. Sandler Enterprise Selling provides the tools for this - and the strategies and processes to keep sales opportunities moving forward to predictable conclusions.

On the Buyer's Side

The group of people who define the business need may be different from the group who help shape the solution. And control of the resources to acquire and implement the solution may fall under yet another group.

On the Seller's Side

The composition of the sales team tasked with exploring and defining the need will often change as the focus shifts to framing and creating a solution. The implementation team will also probably involve different 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

We deliver and train a full suite of diagnostic, navigational and accountability tools to guide you through all six stages.

The Sandler Blog

Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.

Sandler Enterprise Selling — The Book

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.

Learn how to find and win business with profitable enterprise clients.