A systematic approach to winning enterprise business
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.
This complex interaction of people and exchange of information results in:
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.
The group of people who define the need may be different than the group who help shape the solution. And control of the resources to acquire and implement the solution may fall under yet another group of people.
The composition of the sales team with the primary lead in exploring and defining the need will often change as the focus shifts to framing and creating a solution. The implementation team will also likely include additional people.