April 2016
Beginner to intermediate
272 pages
3h 35m
English
book
Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
by David Mattson, Brian Sullivan
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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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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.