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

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CHAPTER 10Positioning

Here in the qualification stage, you are focused on making credible, strategic business decisions about pursuing specific opportunities. Everything you do here drives action items and next steps—the forward movement of SES.

Four Qualification Tools

There are four proprietary Sandler tools you will be using in this stage to move specific opportunities forward: the Positioning Tool, the Pre-call Planner Tool, the Call Debrief Tool, and the Opportunity Tool. All are based on fundamental Sandler principles, as applied to the enterprise world.

What has happened up to this point? You have done territory and account planning to increase the likelihood that the business you pursue is the business you’re most likely to win. You’ve ...

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