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

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SANDLER'S SIX ENTERPRISE SELLING STAGES

 

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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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