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

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STAGE 4

Solution Development

Master the process for determining and crafting a solution for an enterprise prospect opportunity.

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After all the work you have put in, you are now perfectly positioned to prepare and craft a product/service solution that uniquely qualifies your team to win the business.

Even if you are familiar with the Sandler Selling System, you will find that in this fourth stage of SES, there’s much that is new. Here you will find many advanced tactics specifically designed for the enterprise selling environment that expands on fundamental Sandler concepts.

In chapter 15, Refine the Position, you’ll focus on gathering and refreshing ...

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