Successfully navigate through complex sales cycles
Selling to a single buyer can be challenging enough. When you're selling into a very large or enterprise organisation, 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 with an enterprise opportunity.
In order to be successful, you have to win the business AND exceed expectations on delivery, in order to expand your relationship over time.
Enterprise selling presents unique opportunities and challenges.
Today’s top performers are always prepared. It’s how they run the game.
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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.