SANDLER ENTERPRISE SELLING
Identify, Develop, and Implement Solutions for Large, Complex Accounts
is Vice President of Sandler Enterprise Selling at Sandler Training. He has extensive enterprise sales, sales management and P&L management experience including sales training and sales process development from his years with The Cap Gemini Group and Xerox Corp. and through his work as an adjunct professor at Loyola University Maryland.
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is the CEO and President of Sandler Training. He is also a bestselling author, keynote speaker, sales and management thought leader, and global provider for sales training seminars around the world. Mattson first met the famous founder of Sandler Training, David H. Sandler, in 1986, went to work for him in 1988, and was eventually chosen to lead the company.
"At Salesforce, we invest highly in our customers and employees, and Sandler has made a huge positive impact not only on my team's bottom line but also in their ability and confidence as salespeople. The Sandler Enterprise Selling program is a must for those who want to take their game to the next level."
TONY RODONI
Senior Vice President Commercial Sales - Salesforce
Territory and Account Planning
Opportunity Identification
Qualification
Solution Development
Proposing and Advancement
Service Delivery
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DOMINATE LARGE, COMPLEX ACCOUNTS
A practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.
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"POSITIONING"
MEET THE AUTHORS
BRIAN W. SULLIVAN
DAVID H. MATTSON
"Dave Mattson and Brian Sullivan have written the authoritative piece on enterprise selling. This book combines innovative, provocative insights and proven real-world experiences to give executive leaders and service providers a powerful 'how- to' into every aspect of enterprise account selling.
Chairman & CEO - The Devine Group, Inc.
DAVID DEVINE