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

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CHAPTER 11Teaming

Considering the work discussed thus far, you probably grasp the basic importance of team selling. Now it’s time to focus on this aspect of the enterprise sale in depth because you can’t expect to qualify the opportunity without a team approach.

One of the reasons team selling is particularly critical in the enterprise world is that enterprise organizations buy in teams. Since buying organizations bring functions from across the enterprise to the buying center, selling organizations need to use team selling to fortify their initiative and to be able to face off, functionally, with buyers. Everyone on the selling team must be aware of the importance of qualification and must be willing to support the goal of effectively qualifying ...

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