Sandler Enterprise Selling
Winning, keeping, & growing major accounts.
The Challenges of Enterprise Selling
Selling into large, complex, and demanding organizations can be incredibly rewarding and lead to high growth, or it can be an expensive, time-consuming nightmare.
Does your team struggle with:
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Longer and more expensive sales cycles?
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Complex sales or delivery that require carefully orchestrated implementation?
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A high degree of cooperation and team selling?
On the Buyer’s Side
Many different job functions influence the buying process and the ultimate decision. Understanding all the collaborative elements and their impact on the final course of action creates a significant challenge to the sales team.
On the Seller’s Side
Assembling and directing the value-based pursuit team demands significant client knowledge and organizational collaboration to maximize the likelihood of winning.
Kevin Grogan
DS Smith Plastics
“For DS Smith Plastics, the answer has been obvious – it’s given us 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 above all else a common strategic platform to make the process scalable and repeatable. Sandler Enterprise Selling takes the well-proven Sandler principles to the next level and can really drive meaningful change within your organization.”
Benjamin Kelton
Director of Sales | Drilling Info, Inc.
“Too many enterprise sales professionals treat their trade as pure art, using “gut feeling” and the direction of the wind to guide major business decisions. The Sandler Enterprise Selling program (SES) gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. SES provides both a clear methodology and an easy-to-grasp cross-functional vocabulary. These two elements allow individual salespeople, and the selling organization as a whole, to identify and resolve bottlenecks, manage current and emerging business relationships effectively, and deliver greater success, quicker. Sandler Enterprise Selling is a force multiplier, plain and simple.”
Ken Harris
Vice President, Sales and Marketing | Pelstar LLC/Health-o-meter® Professional Scales
“We’ve been using the Sandler methods for many years. We chose the Sandler Enterprise Selling program because it takes our skills to the level necessary for us to outperform our competition in a highly competitive, highly sophisticated market.”
Greg L. Powell
Vice President | Sonoco Protective Solutions – Packaging and Components
“We have four operating units across which we leverage Sandler Training, which provides us with a common process and common language. That’s important as we think about transferring talent and leadership between our businesses. Sonoco’s emphasis on strategic account management and sustainable value creation are completely aligned with the Sandler Enterprise Selling (SES) process and its tools. I believe that some of our greatest potential and greatest assets are to be found in our relationships with our existing customers. I’m excited about our growth prospects as we work the SES process and tools to unlock this potential.”
Tracie Reed
VP Business Development | Drillform Technical Services Ltd.
“Sandler Enterprise Selling provides the framework to take enterprise account management to the next level using Sandler’s proven principles. It’s a very strategic approach to help navigate complex selling environments and yield tremendous results!”
Brian Topper
Managing Director | Centaur Services
“Sandler Enterprise Selling (SES) program is giving us a strategic approach to developing both our customers and prospects. The program uses structured collaboration to bring together our Sales, Operations, IT, Management, and Customer Service departments for effectively winning and growing major accounts. Using SES we can determine what the customer needs and how best to deliver it, rapidly and without wasting resources.”
Sandler Enterprise Selling Solutions
Sandler Enterprise Selling provides the strategy, processes, and tools to keep sales opportunities moving forward to favorably predictable conclusions.
STAGE ONE: Territory and Account Planning
In major accounts, there are a lot of things that must happen before you reach out to a prospect or client account about a specific opportunity. The critical first step is planning.
STAGE TWO: Opportunity Identification
This stage gives you the tools you need to prospect effectively, engage with targets, communicate with them to deliver valued, compelling insights, and set mutual expectations for the sales process.
STAGE THREE: Qualification
You will learn how to choose which deals to pursue based on whether it makes sense for both sides to proceed. Ongoing analysis helps you fortify both your offensive and defensive strategies.
STAGE FOUR: Solution Development
Once you’ve earned the right to move ahead with the preparation of a proposal, that solution should uniquely qualify you to win the business by aligning directly to the account’s needs and pains.
STAGE FIVE: Proposing and Advancement
In this stage, you will identify and execute the team activities involved in finalizing the proposal, ensuring that the voice of the customer rings out in the document to drive decisions and action.
STAGE SIX: Service Delivery
After all the time, money, and effort you invested to pursue this opportunity, it is now time to focus on service excellence and delivering effectively. Internal and external communication is critical during this final phase.
Sandler Enterprise Selling
PUBLISHED BY MCGRAW-HILL
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.
Take the Next Step
The journey to success starts where you are, and it starts today!
