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

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STAGE 6

Service Delivery

Master the process for developing and expanding a mutually enriching relationship after an enterprise prospect becomes a client.

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After all the time, money, and effort you invested to pursue the opportunity you just won, it is now time to focus keenly on service excellence in moving forward. (By the way: if you ever lost the business in interactions with this client in the past and won this time around, now is the time to prove the saying: “Failure is a bruise, not a tattoo.”) If you communicate effectively during this all-important phase, you will not only position yourself and your organization to make this engagement ...

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