CHAPTER 27Client2

This book has focused on lots of different ways to achieve and sustain competitive advantage by means of winning or keeping an initial piece of enterprise business. Now it’s time to focus on the growth potential that is the hallmark of enterprise accounts. It’s time to think about gaining a competitive advantage by treating each enterprise client as a market unto itself.


There is no better time to win business than after you’ve won business.

Bloom Where You’re Planted

Enterprise accounts are deep and wide with connections and touch points across a vast ecosystem of opportunity.

As mentioned above, each enterprise client is a marketplace in and of itself, deserving similar focus and energy ...

Get Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.