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

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CHAPTER 25Business Requirements Focus

In the ideal enterprise pursuit and proposal process, the client’s business requirements are always clearly understood and top of mind for everyone in the selling organization. In the real world, despite everyone’s best efforts, the team members with direct-selling responsibility tend to be the people who focus most closely on this.

After an engagement has been won and delivery is underway, the business requirements can often become obscured. The task orientation and work breakdown structure of client service can lead to the creation of delivery silos, with the result that the “big picture” becomes blurred. Delivery team members come and go, and the time frame and life cycle of the engagement can dull your ...

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