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

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Epilogue

Winning, growing, and keeping enterprise accounts are challenging objectives that demand the best of the sales and delivery teams and the organization as a whole.

The Sandler Enterprise Selling program is uniquely positioned to help you achieve those goals. It will guide you to results in each of the six key areas you have now studied.

•   Your efforts in setting a strong baseline in Territory & Account Planning will not only support all of your client-related activities but also maximize the likelihood that you pursue only the right clients and deals. This essential prework helps ensure that your hit rates and account growth results are robust.

•   Following the Opportunity Identification process will help you streamline your efforts ...

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