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

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STAGE 1

Territory & Account Planning

Understand the process for developing business planning strategies to meet sales objectives in two key areas: territory planning and account planning.

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A lot has to happen before you reach out to a prospect or client about a specific enterprise opportunity. The critical first step, of course, is planning.

In chapter 1, Market Understanding, you’ll focus on how to get to know your market better than anyone.

In chapter 2, Analysis/SWOT Assessment, you’ll develop an understanding of the best ways to do what you do best.

In chapter 3, Client/Prospect Profile Development, you’ll categorize your enterprise opportunities ...

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