Audiobook4 hours
Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
Written by David Mattson and Brian W. Sullivan
Narrated by Sean Pratt
Rating: 3.5 out of 5 stars
3.5/5
()
About this audiobook
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.
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.
More audiobooks from David Mattson
Asking Questions The Sandler Way: Or: Good Question-Why Do you Ask? Rating: 4 out of 5 stars4/5Prospect the Sandler Way: A 30-Day Program for Mastering Stress-Free Lead Development Rating: 5 out of 5 stars5/5Sandler Success Principles: 11 Insights that Will Change the Way you Think and Sell Rating: 5 out of 5 stars5/5The Sandler Rules: Forty-Nine Timeless Selling Principles... and How to Apply Them Rating: 5 out of 5 stars5/5Selling Professional Services the Sandler Way Or, Nobody Ever Told Me I'd Have to Sell! Rating: 5 out of 5 stars5/5Scaling Sales Success: 16 Key Principles for Sales Leaders Rating: 5 out of 5 stars5/5The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business Rating: 0 out of 5 stars0 ratings
Related to Sandler Enterprise Selling
Related audiobooks
The Sales Coach's Playbook: Breaking the Performance Code Rating: 5 out of 5 stars5/5Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives Rating: 4 out of 5 stars4/5Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions Rating: 5 out of 5 stars5/5Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely Rating: 4 out of 5 stars4/5Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Rating: 5 out of 5 stars5/5High Efficiency Selling:: How Superior Salespeople Get That Way Rating: 4 out of 5 stars4/5Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force Rating: 5 out of 5 stars5/5Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Rating: 3 out of 5 stars3/5Next Level Sales Coaching: How to Build a Sales Team That Stays, Sells, and Succeeds Rating: 0 out of 5 stars0 ratingsSelling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople Rating: 3 out of 5 stars3/5Closing the Sale: 5 Sales Skills for Achieving a Win-Win Rating: 5 out of 5 stars5/5SPIN Selling Rating: 4 out of 5 stars4/5MAKING CHANNEL SALES WORK: Ten Tools to Create a World-Class Third-Party Selling Program Rating: 5 out of 5 stars5/5Sales Management Success: Optimizing Performance to Build a Powerful Sales Team Rating: 0 out of 5 stars0 ratingsThe Outcome Generation: How a New Generation of Technology Vendors Thrives through True Customer Success Rating: 0 out of 5 stars0 ratingsLead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI Rating: 3 out of 5 stars3/5Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue Rating: 5 out of 5 stars5/5Selling Professional Services the Sandler Way Or, Nobody Ever Told Me I'd Have to Sell! Rating: 5 out of 5 stars5/5Selling Technology the Sandler Way: Finding Technical Solutions that Win Long-Term Business Relationships Rating: 5 out of 5 stars5/5Bootstrap Selling The Sandler Way Or: How to Own Your Career and Make it Flourish Rating: 4 out of 5 stars4/5Accountability the Sandler Way Rating: 5 out of 5 stars5/5Succeed The Sandler Way: 14 Personal and Professional Breakthroughs Rating: 5 out of 5 stars5/5Gold Medal Selling: Ten Conditioning Strategies for World Class Performance Rating: 5 out of 5 stars5/5Change The Sandler Way Rating: 0 out of 5 stars0 ratingsTransforming Leaders The Sandler Way Rating: 0 out of 5 stars0 ratingsThe Contrarian Salesperson: A Parable for Non-Traditional Selling Rating: 4 out of 5 stars4/5
Sales & Selling For You
$100M Offers: How to Make Offers So Good People Feel Stupid Saying No Rating: 5 out of 5 stars5/5The Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 5 out of 5 stars5/5The Magic of Thinking Big Rating: 5 out of 5 stars5/5How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients Rating: 4 out of 5 stars4/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 5 out of 5 stars5/5The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success! Rating: 5 out of 5 stars5/5The Secrets of Closing the Sale Rating: 5 out of 5 stars5/5People Buy You: The Real Secret to what Matters Most in Business Rating: 5 out of 5 stars5/5The Little Red Book of Selling: 12.5 Principles of Sales Greatness Rating: 5 out of 5 stars5/5Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine Rating: 5 out of 5 stars5/5Influence: 47 Forbidden Psychological Tactics You Can Use To Motivate, Influence and Persuade Your Prospect Rating: 4 out of 5 stars4/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 5 out of 5 stars5/5Exactly What to Say for Real Estate Agents Rating: 5 out of 5 stars5/5Expert Secrets: The Underground Playbook for Creating a Mass Movement of People Who Will Pay for Your Advice Rating: 5 out of 5 stars5/5How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing Rating: 5 out of 5 stars5/5The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal Rating: 5 out of 5 stars5/5Primal Branding: Create Zealots for Your Brand, Your Company, and Your Future Rating: 5 out of 5 stars5/5What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Rating: 4 out of 5 stars4/5Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 5 out of 5 stars5/5Go-Givers Sell More Rating: 5 out of 5 stars5/5Built to Sell: Creating a Business That Can Thrive Without You Rating: 5 out of 5 stars5/5The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections Rating: 5 out of 5 stars5/5If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition Rating: 5 out of 5 stars5/5Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Rating: 4 out of 5 stars4/5The Go-Giver: A Little Story About a Powerful Business Idea Rating: 5 out of 5 stars5/5
Reviews for Sandler Enterprise Selling
Rating: 3.6666666666666665 out of 5 stars
3.5/5
3 ratings0 reviews