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

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STAGE 5

Proposing and Advancement

Learn the process for preparing and delivering client-centric responses that set the path forward.

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The intention of this stage is not to focus on the details of building your proposal-development skills. Most of the companies that participate in Sandler Training already have effective processes in this area. Instead, the focus is on the critical role of the sales team in enterprise proposal development and the voice of the customer, two important and connected themes. You’ll also explore how you can ensure advancement and continued progress, regardless of the client’s decision in the selection process.

In chapter ...

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