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

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CHAPTER 3Client/Prospect Profile Development

To develop meaningful profiles for clients and prospects, you can use Sandler’s proprietary KARE Account Planning tool, which adds clarity to planning and decision making. It delivers tremendous value to all enterprise-selling teams. Figure 3.1 shows the four components of the tool.

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SANDLER ENTERPRISE SELLING RULE

KARE . . . for your clients.

A Tough Question

What system are you using right now to categorize your enterprise prospects and clients? Do you use revenue? Vertical market designations? Geographical location? Company size?

Most of the teams Sandler trains have no formal system of categorization ...

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