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

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READ THIS FIRSTFrequently Asked Questions About Sandler Enterprise Selling

What Is Enterprise Selling?

When we use the phrase “enterprise selling” in this book, we mean selling into organizations that present any of the following challenges to the selling team: extended sales cycles; sophisticated competition; significant financial investment in pursuits; cross-functional teams; a focus on long-term business value rather than short-term pricing; wide, diverse buyer networks; complex decision structures; and a highly diversified organization and footprint.

Let’s look at each of these elements individually.

•   Extended sales cycles. When you are selling to enterprise clients, sales cycles can take months—sometimes years.

•   Sophisticated competition. ...

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