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Sandler Enterprise Selling

Winning, Growing, and Retaining Major Accounts
Narrated by: Sean Pratt
Length: 4 hrs and 44 mins
4 out of 5 stars (4 ratings)

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Summary

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.

©2015 Sandler Systems, Inc. (P)2018 Gildan Media

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Practical and pragmatic step-by-step advice

Overall this is an enjoyable summary of what could be dry material on paper. Content is conveyed well on audible - will review in more detail in due course.

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  • Ahir C.
  • 08-04-20

Book Mention Accompanying material that ISN’T provided

I definitely would not recommend this book in the Audio format. The content may be relevant, but one would like to be in front a laptop or notebook to be able to take advantage of the call to action written in the book. The book mentions also 13 tools in the beginning and through all the book, BUT ITS NOT AVAILABLE, no accompanying PDF and the website they mention there’s just an option to buy an on-line program with same title as the book, but NO ACCESS to the tools mentioned in the Audiobook. If The printed book comes with the mentioned tools it may be of some help, otherwise it’s a incomplete book.