Master the complex sale.
Develop people and processes that align around delivering value 给客户.
Complex B2B markets often demand enterprise-to-enterprise sales and business development strategies. The cost of customer acquisition is higher, sales cycles are longer, and the degree of team selling required is much more intense – you can bring in an army of people, and still not win the deal.
Sandler Enterprise Selling 365app
Key account management
Positioning for value
Win and Grow Major Accounts
调整销售 & the Organizations
There is a shared responsibility in building sustainable, repeatable growth. The organization must be prepared to align behind a sales opportunity in order to achieve success.
The mindset and approach of the sales person must change from Transactional to Enterprise. Both the solutions and the decision making are more complex.
Pursue Strategic Growth
The sales team must land in the critical path of the customer, and align with a pain, or corporate initiative, that is critically important to the organization. This takes time to uncover and longer nurture.
Common Strategic Platform
Sandler offers a common set of tools for progressing a sale to close, a common language to use when in the process of making that sale, and a common strategic platform to make the process scalable and repeatable - from managing the territory and accounts to driving the opportunities through the sales process.
Territory and Account 规划
Territory 规划 (KARE)
Account 管理 (Growth Account Booster)