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

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CHAPTER 16Pursuit Navigator

The Pursuit Navigator tool is a proprietary, structured team tool that helps you to determine as early in the process as possible the key Go/No-Go elements of an opportunity.

This understanding, based on the principles of risk identification and mitigation, will ensure that the opportunities you choose to pursue are highly likely to be won. All of the work you have done up to this point is comparable to the reconnaissance that a military unit does before a major battle. Now you need to determine whether it makes good strategic sense to launch the attack.

SANDLER ENTERPRISE SELLING RULE

Early exit or early acceleration.

In the enterprise world, it is just as important to know when to exit a current opportunity as ...

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