{"product_id":"9781259643255","title":"Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts","description":"\u003cp\u003e\u003cb\u003eThe comprehensive 6-stage selling program from Sandler Training--\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e\"Top 20 Sales Training Company\" by \u003ci\u003eSelling Power\u003c\/i\u003e Magazine\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003eCompetitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.\u003c\/p\u003e  \u003cp\u003e\u003c\/p\u003e  \u003cp\u003eYou start with \u003ci\u003eSandler Enterprise Selling\u003c\/i\u003e. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler  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: \u003c\/p\u003e  \u003cp\u003e\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e1. Set a baseline for success\u003c\/b\u003e for each territory and account\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e2. Identify opportunities\u003c\/b\u003e with the highest probability of success\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e3. Engage with buyers\u003c\/b\u003e to qualify enterprise opportunities\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e4. Craft solutions\u003c\/b\u003e that directly address your client’s needs\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e5. Propose \u003c\/b\u003e your solution and achieve advancement\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e6. Serve and satisfy your client,\u003c\/b\u003e earning the right to grow the business\u003c\/p\u003e  \u003cp\u003e\u003c\/p\u003e  \u003cp\u003eEach 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.\u003c\/p\u003e  \u003cp\u003e \u003c\/p\u003e  \u003cp\u003eOvercoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. \u003c\/p\u003e  \u003cp\u003e \u003c\/p\u003e  \u003cp\u003e\u003c\/p\u003e  \u003cp\u003e\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eNote: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read \u003ci\u003eSandler Enterprise Selling\u003c\/i\u003e.\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e\u003c\/p\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":47142963314928,"sku":"9781259643255","price":32.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781259643255_p0.jpg?v=1763704415","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781259643255","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}