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

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CHAPTER 21Proposal and Presentation

The enterprise presentation requires more preparation and practice than presentations in traditional selling.

 

SANDLER ENTERPRISE SELLING RULE

Be safe, be smart, and be complete.

As mentioned earlier, the intention of this stage is not to improve your proposal development skills. It’s important to remember, though, that this is not a “cookie cutter” event, but an ongoing team endeavor requiring close collaboration across work groups. A vitally important tool during this period of preparation and practice is the RACI—responsible, accountable, consulted, informed—accountability process, which was emphasized in the formation of the team and which has special significance during the preparation to present. ...

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