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

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STAGE 3

Qualification

Develop an understanding of the qualification process in selling and serving enterprise organizations.

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This stage is the core Sandler concept of qualification—not everyone deserves your time and resources. Your job in Stage Three is to find out who does.

In chapter 10, Positioning, you’ll gain an understanding of how your competitors on an opportunity are likely to present their value to the prospect.

In chapter 11, Teaming, you’ll explore the collaboration that occurs on both sides of the pursuit.

In chapter 12, Pain—Establishing Reasons to Do Business, you’ll launch the qualification process in earnest by getting clarity ...

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