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Sandler Enterprise Selling: Winning and Growing Major Accounts

David H. Mattson,
Brian W. Sullivan

Competitively pursuing large, complex accounts with multiple constituencies and multiple decision makers—to say nothing of winning and growing such accounts—is perhaps the biggest challenge for sales professionals. Each of these pursuits represents a significant investment of the selling company’s human, financial, management, and logistical resources. In order to justify those investments, multiple parts of the selling organization must work together seamlessly. The business value of the proposed solutions they identify, develop, and implement must be unassailable . . . because the competition is likely to be both sophisticated and relentless.

Sandler Enterprise Selling, based on the proprietary Sandler Selling System methodology created by David H. Sandler, provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.

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