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Complex B2B markets often demand enterprise-to-enterprise sales and business development strategies.
Win and Grow Major Accounts
Sandler Enterprise Selling provides the strategy, processes, and tools to keep sales opportunities moving forward to favorably predictable conclusions.
- Align Sales & the Organizations
There is a shared responsibility in building sustainable, repeatable growth. The organization must be prepared to align behind a sales opportunity in order to achieve success. - Transform Mindset
The mindset and approach of the sales person must change from Transactional to Enterprise. Both the solutions and the decision making are more complex. - Pursue Strategic Growth
The sales team must land in the critical path of the customer, and align with a pain, or corporate initiative, that is critically important to the organization. This takes time to uncover and longer nurture.
Top Challenges in Account Expansion
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Extended Sales Cycles: When selling to enterprise clients, the sales cycle can take months and, often, years.
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The cost of customer acquisition is higher, and the degree of team selling required is much more intense
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Complex sales or delivery that require carefully orchestrated implementation
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Sophisticated competition: Your competition for enterprise business is likely to be sophisticated, strategically focused and relentless
Sandler Enterprise Selling Common Strategic Platform
Sandler® offers a common set of tools for progressing a sale to close, a common language to use when in the process of making that sale, and a common strategic platform to make the process scalable and repeatable - from managing the territory and accounts to driving the opportunities through the sales process.
Sandler Enterprise Selling takes you from account planning all the way through to creating raving fans
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Territory & Account Planning
In this critical stage, you begin setting a strong baseline for success through comprehensive planning.
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Opportunity Identification
Next you analyze, assess and initiate interaction on your most promising opportunities with the highest probability of success.
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Qualification
Here you begin executing a practical plan to engage with the enterprise buyers to clarify the key opportunity parameters, which will improve and reinforce your position.
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Solution Development
Now you start to craft a compelling solution directly addressing the needs and pains of the enterprise and its most influential executives.
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Proposing and Advancement
It’s time to finalize and deliver your client-focused solution and act on the resulting decision to achieve advancement.
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Service Delivery
With the business relationship active, service delivery — which involves coordinating team activities to maximize client satisfaction and grow the account — becomes critical.
Our Approach Doesn’t Rely on Quick Fixes
Winning and Growing Major Accounts
Sandler Enterprise Selling, based on the Sandler Selling System® methodology, provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.
Enterprise Selling insights
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