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

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CHAPTER 23Agreement and Transition

Victory!

You’ve just been notified that you’ve won the business. This is where the real work begins.

SANDLER ENTERPRISE SELLING RULE

Stay focused: drive the win to a fair and workable contract.

To begin with, you will want to use that same Pursuit Navigator template discussed earlier to conduct a postmortem session designed to identify what you did well and perhaps not so well, even after a win. This will deliver more lessons learned and help ensure that you maximize the likelihood of winning again—with this client or with someone else. It’s not a separate chapter because it’s exactly the same process. Sometimes you win and you learn!

A True Story

A large document management, equipment, and services provider—we’ll ...

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