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

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CHAPTER 17Build and Form

So where are you now in the enterprise sales process? You have successfully completed the first three stages, you have refreshed all of your information about the pursuit, and you have followed the Pursuit Navigator process to confirm that you truly are in a “Go” status with this opportunity.

These items are not always in a rigid sequence. In many situations and organizations, the proposal team may have already been partially formed at this point. Whether that’s true or not, though, there does come a point where you have to formally identify and convene the team that will pursue this specific opportunity. That’s what “build and form” is all about.

This chapter is about creating a formal team, with a charter of advancing ...

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