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

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CHAPTER 6Prospecting

There is no one answer to the question, “What’s the right enterprise prospecting formula?” It’s a combination of prospecting activities that will be determined by customized factors in your world and your business model. But one thing is certain. In the enterprise world, as in all other professional selling, prospecting is about consistent, daily action. David Sandler said, “You don’t have to like prospecting, you just have to do it.” This is just as true in the enterprise world as it is anywhere else. You have to feed the funnel constantly.

SANDLER ENTERPRISE SELLING RULE

Feed the funnel.

The Keys to Prospecting Success

Prospecting and selling effectively require the mastery of three components. You have to learn and ...

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