Sandler Enterprise Selling - SES - A systematic approach to winning enterprise business
ENTERPRISE SELLING IS TO TRADITIONAL SELLING AS CHESS IS TO CHECKERS
Up your sales game for enterprise clients. In the enterprise sales environment, the number of decision makers, as well as the degree of interaction between them, is typically far greater than what is required in more traditional sales interactions.
Organizing and documenting interactions and exchanges of information between and among buyer and seller teams is of prime importance and a necessary element for closing sales and closing them profitably.
Sandler Enterprise Selling provides the tools with which to do that along with the strategies and processes to keep sales opportunities moving forward to favorably predictable conclusions.
Competitively pursuing large, complex accounts with multiple constituencies and multiple decision makers—to say nothing of winning and growing such accounts—is perhaps the biggest challenge for sales professionals. Each of these pursuits represents a significant investment of the selling company’s human, financial, management, and logistical resources. In order to justify those investments, multiple parts of the selling organization must work together seamlessly. The business value of the proposed solutions they identify, develop, and implement must be unassailable . . . because the competition is likely to be both sophisticated and relentless.
Sandler Enterprise Selling, based on the proprietary Sandler Selling System methodology created by David H. Sandler, provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.