{"id":9929,"date":"2019-07-09T13:58:31","date_gmt":"2019-07-09T13:58:31","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/enterprise-selling\/"},"modified":"2023-10-23T03:25:17","modified_gmt":"2023-10-23T03:25:17","slug":"enterprise-selling","status":"publish","type":"post","link":"https:\/\/sandler.com\/programs\/enterprise-selling\/","title":{"rendered":"Sandler Enterprise Selling"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/programs\/enterprise-selling\/#Sandler_Enterprise_Selling\" >Sandler Enterprise Selling<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/programs\/enterprise-selling\/#The_Challenges_of_Enterprise_Selling\" >The Challenges of Enterprise Selling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/programs\/enterprise-selling\/#Sandler_Enterprise_Selling_Solutions\" >Sandler Enterprise Selling Solutions<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/programs\/enterprise-selling\/#Sandler_Enterprise_Selling-2\" >Sandler Enterprise Selling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/programs\/enterprise-selling\/#Take_the_Next_Step\" >Take the Next Step<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"Sandler_Enterprise_Selling\"><\/span><strong>Sandler Enterprise Selling<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p>Winning, keeping, &amp; growing major accounts.<\/p>\r\n<p><strong><a role=\"button\" href=\"\/connect-with-corporate-training\" target=\"_blank\" rel=\"noopener noreferrer\"> Connect with Sandler <\/a><\/strong><\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"The_Challenges_of_Enterprise_Selling\"><\/span>The Challenges of Enterprise Selling<span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>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.<\/p>\r\n<h4><strong>Does your team struggle with:<br \/><br \/><\/strong><\/h4>\r\n<ul>\r\n<li>\r\n<p>Longer and more expensive sales cycles?<\/p>\r\n<\/li>\r\n<li>\r\n<p>Complex sales or delivery that require carefully orchestrated implementation?<\/p>\r\n<\/li>\r\n<li>\r\n<p>A high degree of cooperation and team selling?<\/p>\r\n<\/li>\r\n<\/ul>\r\n<h4><strong>On the Buyer\u2019s Side<\/strong><\/h4>\r\n<p>Many different job functions influence the buying process and the ultimate decision. Understanding all the <a href=\"\/blog\/five-ways-to-make-teamwork-and-collaboration-a-reality-in-a-hybrid-sales-environment\/\">collaborative elements<\/a> and their impact on the final course of action creates a significant challenge to the sales team.<\/p>\r\n<h4><strong>On the Seller&#8217;s Side<\/strong><\/h4>\r\n<p>Assembling and directing the value-based pursuit team demands significant client knowledge and organizational collaboration to maximize the likelihood of winning.<\/p>\r\n<h3>\u00a0<\/h3>\r\n<h3 class=\"uabb-testimonial-author-name testimonial-author-name\">Kevin Grogan<\/h3>\r\n<p>DS Smith Plastics<br \/>&#8220;For DS Smith Plastics, the answer has been obvious \u2013 it\u2019s 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. \u00a0Sandler Enterprise Selling takes the well-proven Sandler principles to the next level and can really drive meaningful change within your organization.&#8221;<\/p>\r\n<h3 class=\"uabb-testimonial-author-name testimonial-author-name\">Benjamin Kelton<\/h3>\r\n<p>Director of Sales | Drilling Info, Inc.<br \/>&#8220;Too many enterprise sales professionals treat their trade as pure art, using \u201cgut feeling\u201d 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.&#8221;<\/p>\r\n<h3 class=\"uabb-testimonial-author-name testimonial-author-name\">Ken Harris<\/h3>\r\n<p>Vice President, Sales and Marketing | Pelstar LLC\/Health-o-meter\u00ae Professional Scales<br \/>&#8220;We\u2019ve been using the Sandler methods for many years. \u00a0We 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.&#8221;<\/p>\r\n<h3 class=\"uabb-testimonial-author-name testimonial-author-name\">Greg L. Powell<\/h3>\r\n<p>Vice President | Sonoco Protective Solutions \u2013 Packaging and Components<br \/>&#8220;We have four operating units across which we leverage Sandler Training, which provides us with a common process and common language. That\u2019s important as we think about transferring talent and leadership between our businesses. Sonoco\u2019s 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\u2019m excited about our growth prospects as we work the SES process and tools to unlock this potential.&#8221;<\/p>\r\n<h3 class=\"uabb-testimonial-author-name testimonial-author-name\">Tracie Reed<\/h3>\r\n<p>VP Business Development | Drillform Technical Services Ltd.<br \/>&#8220;Sandler Enterprise Selling provides the framework to take enterprise account management to the next level using Sandler\u2019s proven principles. \u00a0It\u2019s a very strategic approach to help navigate complex selling environments and yield tremendous results!&#8221;<\/p>\r\n<h3 class=\"uabb-testimonial-author-name testimonial-author-name\">Brian Topper<\/h3>\r\n<p>Managing Director | Centaur Services<br \/>&#8220;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.&#8221;\u00a0<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Enterprise_Selling_Solutions\"><\/span>Sandler Enterprise Selling Solutions<span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Sandler Enterprise Selling provides the strategy, processes, and tools to <a href=\"\/blog\/sales-leaders-improve-forecast-accuracy-closing-ratios-aligning-sales-process-and-debrief-with-buyer-journey\/\">keep sales opportunities<\/a> moving forward to favorably predictable conclusions.<\/p>\r\n<p><strong>STAGE ONE: Territory and Account Planning<br \/><\/strong>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.<\/p>\r\n<p><strong>STAGE TWO: Opportunity Identification<br \/><\/strong>This stage gives you the tools you need to <a href=\"\/webinars\/sales-matchmaking-tips-drive-connections-conversations-prospects\/\">prospect effectively<\/a>, engage with targets, communicate with them to deliver valued, compelling insights, and set mutual expectations for the sales process.<\/p>\r\n<p><strong>STAGE THREE: Qualification<br \/><\/strong>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.<\/p>\r\n<p><strong>STAGE FOUR: Solution Development<br \/><\/strong>Once you\u2019ve 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\u2019s needs and pains.<\/p>\r\n<p><strong>STAGE FIVE: Proposing and Advancement<br \/><\/strong>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.<\/p>\r\n<p><strong>STAGE SIX: Service Delivery<br \/><\/strong>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. <a href=\"\/blog\/enhance-communication-with-your-customers\/\">Internal and external communication<\/a> is critical during this final phase.<\/p>\r\n<p>&nbsp;<\/p>\r\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-9930 lazyload\" data-src=\"https:\/\/www.sandler.com\/wp-content\/uploads\/2022\/10\/Enterprise-Selling-Optimized.png\" alt=\"\" width=\"370\" height=\"528\" data-srcset=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Enterprise-Selling-Optimized.png 370w, https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Enterprise-Selling-Optimized-210x300.png 210w\" data-sizes=\"(max-width: 370px) 100vw, 370px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 370px; --smush-placeholder-aspect-ratio: 370\/528;\" \/><\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Enterprise_Selling-2\"><\/span>Sandler Enterprise Selling<span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p><strong>PUBLISHED BY MCGRAW-HILL<\/strong><\/p>\r\n<p>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.<\/p>\r\n<p><strong><a role=\"button\" href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\" rel=\"noopener noreferrer\"> BUY THE BOOK <\/a><\/strong><\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Take_the_Next_Step\"><\/span>Take the Next Step<span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>The journey to success starts where you are, and it starts today!<\/p>\r\n<p><strong><a role=\"button\" href=\"\/connect-with-corporate-training\" target=\"_blank\" rel=\"noopener noreferrer\"> Connect with Sandler <\/a><\/strong><\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>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.<\/p>\n","protected":false},"author":15,"featured_media":9931,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1046],"tags":[1265,1024],"class_list":["post-9929","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-programs","tag-enterprise-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sandler Enterprise Selling Program | Sales | Sandler Training<\/title>\n<meta name=\"description\" content=\"Learn how to win, keep, and grow major accounts with Sandler Enterprise Selling solutions, training programs, and tools. 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