Sandler Enterprise Selling Program
Enterprise sales are typically those featuring multiple decision makers and influencers, longer sales cycles, and the coordination of multiple work groups on both the buying side and the selling side. There are six stages to the Sandler Enterprise Selling (SES) program, which incorporates all the principles of the familiar Sandler Submarine. An executive overview of each SES stage follows.
For more information on the SES program, call 410-559-2003 or visit www.sandler.com/enterpriseselling.
Stage One: Territory and Account Planning
In enterprise selling, there is a great deal that must happen before you reach out to a prospect or client about a specific opportunity. The critical first step is planning. The five ...
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