Sandler Enterprise Selling by David Mattson audiobook

Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts

By David Mattson  and Brian W. Sullivan
Read by Sean Pratt

Gildan Media
4.74 Hours 1
Format : CD (In Stock)
  • Regular Price: $29.99

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    ISBN: 9798200593446

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  • Regular Price: $39.99

    Special Price $25.99

    ISBN: 9798200593453

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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.

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Summary

Summary

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.

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Author

Author Bio: David Mattson

Author Bio: David Mattson

David Mattson is CEO and a partner at Sandler Systems, Inc., an international training and consulting organization, where he continues to be a trainer and business consultant for management, sales, interpersonal communication, corporate team building, and strategic planning worldwide. He is also the author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and coauthor of Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer.

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Author Bio: Brian W. Sullivan

Author Bio: Brian W. Sullivan

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Details

Details

Available Formats : CD, MP3 CD
Category: Nonfiction/Business & Economics
Runtime: 4.74
Audience: Adult
Language: English