Selling to enterprise clients presents very different challenges than selling to small and mid-sized businesses. Extended sales cycles, complex decision structures and the need for both depth and breadth of your sales bench can cause you to struggle to be successful in this sales arena.
How to clearly define the business value of the solutions you bring to prospective clients
How to effectively qualify a prospective account as efficiently and effectively as possible so you don't waste valuable time and resources chasing dead ends
How to effectively hand off an account to those delivering the products or services so the client experience is smooth and seamless—laying the groundwork for future business
"Sandler’s Enterprise Selling (SES) program is giving us a strategic approach to developing both our customers and prospects. The program uses structured collaboration to bring together our Sales, Operations, IT, Management and Customer Service departments for effectively winning and growing major accounts. Using SES we can determine what the customer needs and how best to deliver it rapidly without wasting resources."
Brian Topper
Managing Director | Centaur Services