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Legend Development Services, Inc. | Hauppauge, NY
 

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Enterprise Selling

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

Listen Time: 26 Minutes

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

Read Time: 10 Minutes

In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals. 

Read Time: 9 Minutes

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial.

Read Time: 7 Minutes

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

Special guest, Brian Sullivan, Sandler trainer and author shares his thoughts about how to succeed at enterprise selling. It is an inside look at the new Sandler Training book, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.