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

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STAGE 2

Opportunity Identification

Identify and nurture opportunities in enterprise accounts.

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Stage Two builds on all of the work you did in Stage One. Territory and account planning now logically evolve to the opportunity-development level.

In chapter 6, Prospecting, you’ll focus on structured enterprise prospecting activities, covering the basic Sandler principles that support effective enterprise opportunity development.

In chapter 7, Engaging, you’ll learn how to research and connect with enterprise prospects using social media. Specifically, you’ll learn how to use Sandler’s proprietary LinkedIn Levers Tool.

In chapter 8, Communication ...

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