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

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CHAPTER 2Analysis/SWOT Assessment

Proper analysis and assessment positions you to develop effective strategies that strengthen your competitive advantage and increase the likelihood of personal and organizational success. Spending quality time in this disciplined analysis process will provide focus and precision when it is time to evaluate prospective targets.

SANDLER ENTERPRISE SELLING RULE

Do what you do best.

What Is a SWOT Analysis?

A SWOT analysis, or SWOT matrix, is a structured planning process that evaluates strengths, weaknesses, opportunities, and threats relevant to a project or business venture.

Seller, Know Thyself!

Having established your market understanding as a foundation, you now move to developing a comprehensive understanding ...

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