Sandler Enterprise Selling

Winning, Growing, and Retaining Major Accounts

By: David Mattson, Brian W. Sullivan

Narrated by: Sean Pratt

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.

©2015 Sandler Systems, Inc. (P)2018 Gildan Media

Egh

It’s mostly just trying to sell you other services they offer and never actually addresses the points they bring up. No thanks.

More of an advertisement for services.

Some helpful info but mostly common sense. More of an advertisement for services constantly repeating to contact a local office or website.

review

super dry. just a big long sales pitch for their program is how it cane across.

Book Mention Accompanying material that ISN’T provided

I definitely would not recommend this book in the Audio format. The content may be relevant, but one would like to be in front a laptop or notebook to be able to take advantage of the call to action written in the book. The book mentions also 13 tools in the beginning and through all the book, BUT ITS NOT AVAILABLE, no accompanying PDF and the website they mention there’s just an option to buy an on-line program with same title as the book, but NO ACCESS to the tools mentioned in the Audiobook. If The printed book comes with the mentioned tools it may be of some help, otherwise it’s a incomplete book.