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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Brian Sullivan, David Mattson

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CHAPTER 1Market Understanding

Territory planning, the focus of chapters 1 through 4 is the process of collecting and analyzing appropriate data and the building of practical strategies based on that data to maximize the likelihood of success.

Effective territory planning is the bedrock upon which the successful achievement of personal and organizational enterprise selling goals is built. This kind of planning focuses broadly on accounts within a given territory and on the identification of the product or service with the value most relevant to them.

“Which are the most promising, most likely prospects for our organization’s products and services?” Exploring this question closely and continually drives the best possible return on investment. Good ...

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