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Sandler Enterprise Selling
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Table of Contents

READ THIS FIRST: Frequently Asked Questions
About Sandler Enterprise Selling STAGE 1: Territory & Account Planning
CHAPTER 1: Market Understanding
CHAPTER 2: Analysis/SWOT Assessment
CHAPTER 3: Client/Prospect Profile Development
CHAPTER 4: Territory Value Propositions
CHAPTER 5: Account Planning STAGE 2: Opportunity Identification
CHAPTER 6: Prospecting
CHAPTER 7: Engaging
CHAPTER 8: Communication
CHAPTER 9: Setting Expectations STAGE 3: Qualification
CHAPTER 10: Positioning
CHAPTER 11: Teaming
CHAPTER 12: Pain-Establishing Reasons to Do Business
CHAPTER 13: Budget
CHAPTER 14: Decision STAGE 4: Solution Development
CHAPTER 15: Refine the Position
CHAPTER 16: Pursuit Navigator
CHAPTER 17: Build and Form
CHAPTER 18: Compelling Themes
CHAPTER 19: FingerprintingSTAGE 5: Proposing & Advancement
CHAPTER 20: Developing the Response
CHAPTER 21: Proposal and Presentation
CHAPTER 22: Selection
CHAPTER 23: Agreement and Transition STAGE 6: Service Delivery
CHAPTER 24: Client- centric Satisfaction
CHAPTER 25: Business Requirements Focus
CHAPTER 26: Team Accelerators
CHAPTER 27: Client2
CHAPTER 28: Client Retention EPILOGUE
INDEX

About the Author

David H. Mattson is the CEO and President of Sandler Training. He is also a bestselling author, keynote speaker, sales and management thought leader, and global provider for sales training seminars around the world. Mattson first met the famous founder of Sandler Training, David H. Sandler, in 1986, went to work for him in 1988, and was eventually chosen to lead the company. Brian W. Sullivan is Vice President of Sandler Enterprise Selling at Sandler Training. He has extensive enterprise sales, sales management and P&L management experience including sales training and sales process development from his years with The Cap Gemini Group and Xerox Corp. and through his work as an adjunct professor at Loyola University Maryland.

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