A systematic approach to winning enterprise and key accounts business
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.
Review our list of the challenges you need to be prepared to overcome when working with enterprise prospects and clients.
This complex interaction of people and exchange of information results in:
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.
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.
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.
We deliver and train a full suite of diagnostic, navigational and accountability tools to guide you through all six stages.
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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.