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

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CHAPTER 24Client-centric Satisfaction

This chapter can be boiled down to one sentence: Clearly understanding a client’s unique success factors increases your chances of successful delivery and account growth.

SANDLER ENTERPRISE SELLING RULE

Let the client define success.

It’s been said before, but it’s worth repeating: you want to have salespeople deeply involved in delivery, building knowledge about the client environment every step of the way. This knowledge of the client’s intimate pains and needs increases the potential for client satisfaction—which increases the likelihood that you will sell more.

The fact that the delivery team has been engaged in the pursuit and understands the SES program increases the likelihood that they will be ...

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