CHAPTER 26Team Accelerators

You’ve won the business, and you clearly understand the critical customized success factors. Your team is focused on delivery excellence, and the client’s all-important business requirements are front and center.

The single most important thing that has to happen now is for “salespeople” and “delivery people” to drop their labels. There is only one team now, and the members of that team have to work together to drive client satisfaction and grow the account.

SANDLER ENTERPRISE SELLING RULE

Plan your work; work your plan.

Your job is to improve the position in the account that’s just been won. This is the point at which true, ongoing collaboration between the sales side and the delivery side becomes essential for ...

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