Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Dave Mattson and Brian Sullivan
Dave Mattson is the CEO and President of Sandler Training, the largest global provider of sales and management training in the world with over 250 operating units in more than 32 countries.
Dave first met the famous founder of Sandler Training, David Sandler, in 1986, went to work for him in 1988, and was eventually chosen to lead the company.
And interesting fact: Dave once owned a painting company!
The Host's Perspective:
If you or your company face sales challenges such as extended sales cycles, sophisticated competition, significant financial costs pursuing new sales, aligning cross-functional teams, focusing on long-term business value rather than short-term pricing, wide, diverse buyers networks, complex decision structures and a highly diversified organization, then you’re very likely in enterprise sales.
And in the world of sales, there’s traditional sales, and then there’s enterprise sales; enterprise selling is to traditional selling as chess is to checkers.
Enterprise sales is high-risk and high reward. And if you don’t know what you’re doing, you won’t survive and thrive in enterprise sales.
Pursuing large, complex accounts is probably the greatest challenge for selling teams. To keep good clients and get new ones, it’s like running air traffic control - you need a system to coordinate a complex array of efforts and win business with enormously profitable enterprise clients, serve them well and grow the relationship.
That’s where this book comes in. It’s based on the Sandler Selling System. Sandler is the largest global provider of sales and management training in the world with over 250 operating units in more than 32 countries.
One thing you find a lot of in this book is theory - the book is immensely practical and is based on what has been proven around the world to work effectively and shows you the biggest mistakes companies make in enterprise sales, as well as how to avoid them.
Listen to the Interview:
Sandler Enterprise Selling (Book Page)
Sandler Enterprise Selling Resources (Free Training)
Sandler Enterprise Selling (Website)
Outliers: The Story of Success by Malcolm Gladwell
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