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

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CHAPTER 4Territory Value Propositions

After effectively developing deep market understanding and analyzing what has been learned via SWOT, you saw how the KARE process delivers critical information about specific clients and prospects. Now what?

It’s time to connect the dots. Here, in step four, you will leverage your focused market knowledge to craft territory value propositions.

SANDLER ENTERPRISE SELLING GUIDE

Bring value or don’t show up.

Connect the Dots

Territory value propositions connect the dots between what you do well and the accounts you target. These written statements are the basis for building value throughout the sales cycle: from the 30-second commercials, discussed in Stage Two, to the customized, opportunity-specific value ...

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