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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts Hardcover – April 14, 2016

by David Mattson (Author), Brian Sullivan (Author)

4.2 78 ratings

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The comprehensive 6-stage selling program from Sandler Training--

"Top 20 Sales Training Company" by Selling Power Magazine

Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.

You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to:

1. Set a baseline for success for each territory and account

2. Identify opportunities with the highest probability of success

3. Engage with buyers to qualify enterprise opportunities

4. Craft solutions that directly address your client’s needs

5. Propose your solution and achieve advancement

6. Serve and satisfy your client, earning the right to grow the business

Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success―like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits.

Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts.

Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.

Print length

240 pages
Language

English
Publisher

McGraw Hill
Publication date

April 14, 2016
Dimensions

6.3 x 0.9 x 9.3 inches
ISBN-10

1259643247
ISBN-13

978-1259643248
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Editorial Reviews

From the Publisher

David H. Mattson 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.

Brian W. Sullivan 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.

From the Back Cover

UNLEASH THE POWER OF SANDLER ENTERPRISE SELLING "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, SVP Commercial Sales, salesforce"A strategic approach to help navigate complex selling environments and yield tremendous results."--Tracie Reed, VP Business Development, Drillform Technical Services, Ltd.
"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 and without wasting resources."--Brian Topper, Managing Director, Centaur Services "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."-- David Devine, Chairman and CEO, The Devine Group, Inc. "The Sandler Enterprise Selling program (SES) gives organizations who sell into complex accounts a quantifiable enterprise selling system that can be launched, measured, tested, and amplified at any step of the process. Sandler Enterprise Selling is a force multiplier, plain and simple."--Benjamin Kelton, Director of Sales, Drilling Info, Inc. "Sonoco's emphasis on strategic account management and sustainable value creation are completely aligned with the Sandler Enterprise Selling (SES) process and its tools. I believe that some of our greatest potential and greatest assets are to be found in our relationships with our existing customers. I'm excited about our growth prospects as we work the SES process and tools to unlock this potential."
-- Greg L. Powell, Vice President, Sonoco Protective Solutions - Packaging and Components "We chose the Sandler Enterprise Selling program because it takes our skills to the level necessary for us to outperform our competition in a highly competitive, highly sophisticated market."
-- Ken Harris, Vice President, Sales and Marketing, Pelstar LLC/Health-o-meter(R) Professional Scales "Why use Sandler Enterprise Selling? For DS Smith Plastics, the answer has been obvious - it's given us 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 above all else a common strategic platform to make the process scalable and repeatable. Sandler Enterprise Selling takes the well proven Sandler principles to the next level and can really drive meaningful change within your organization."
-- Kevin Grogan, President, DS Smith Plastics North America

Product details

Publisher ‏ : ‎ McGraw Hill; 1st edition (April 14, 2016)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 240 pages
ISBN-10 ‏ : ‎ 1259643247
ISBN-13 ‏ : ‎ 978-1259643248
Item Weight ‏ : ‎ 1.09 pounds
Dimensions ‏ : ‎ 6.3 x 0.9 x 9.3 inches

Best Sellers Rank: #335,205 in Books (See Top 100 in Books)
- #245 in Customer Relations (Books)
- #902 in Sales & Selling (Books)
- #1,443 in Motivational Management & Leadership

Customer Reviews:
4.2 78 ratings

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4.2 out of 5

78 global ratings

5 star		64%
4 star		12%
3 star		12%
2 star		5%
1 star		7%

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Gerard M. Roth

Love the Sandler way...

Reviewed in the United States 🇺🇸 on March 27, 2022

Verified Purchase

Great expansion of sandler selling methodology to Enterprise Sales. Includes an end to end process for enterprise sales that complents and extends Sandler selling methodolog.. it covers strategies and tactical tools to ease application. Love it!

Helpful

Clifford Jones

This Is Worth the Read, and ...

Reviewed in the United States 🇺🇸 on August 9, 2018

Verified Purchase

No, you won't transform your Enterprise sales results only by reading the book. However, the fundamentals taught in this book, especially the human aspects of aligning your sales organization for high performance, can make a massive difference in (Enterprise) revenue over longer periods of time.

If you own a small business, you will find the traditional Sandler sales process and fundamentals to be more useful. Also, smaller ships turn around faster.

Bottom line: Sandler is the leader in sales training for a reason - it works when you work it.

P.S. For me, from 1995-1998, I tripled my production in my former financial services business, and I've used the Sandler model ever since. The return on my investment is many millions in sales.

3 people found this helpful

Helpful

Nessa

This book has a lot of great points, however

Reviewed in the United States 🇺🇸 on June 3, 2017

Verified Purchase

This book has a lot of great points, however, it writes as if it assumes you are very familiar with Sandler's concepts. So I suggest that you read other Sandler's books before reading this one. Additionally, the material is 'immediately actionable', so this is best to be read while in the process of gaining accounts in order to get the full value of the book.

4 people found this helpful

Helpful

Luke Fuszard

Worst. Sales Book. Ever.

Reviewed in the United States 🇺🇸 on June 1, 2016

Verified Purchase

Please, please, please I beg of you do not purchase this book. I am a HUGE fan of Sandler Training normally but this book is absolutely awful. For those of you who aren't familiar, Sandler's training system is based on repetition and role play in which the trainee gets to practice successful sales techniques until they become habit. This book has none of those elements. Instead, it offers up such "gems" of advice as: "Identify the key stakeholders in the organization." Great idea! Why didn't I think of that?! And yet the book offers no tips/tricks on how to get that important information. Instead it's a series of platitudes ("Send your farmers to existing accounts and hunters to new accounts") that my 5 year old daughter could have coined. I would give almost anything to have the $20 and 2 hours of my life back spent reading this piece of junk. So very disappointing.

9 people found this helpful

Helpful

Jennifer McClintock

Sandler doesn't disappoint.

Reviewed in the United States 🇺🇸 on October 14, 2016

Verified Purchase

Great book, but I would recommend the other Sandler book and investing in the training. Sandler system can't be learned in a book alone.

One person found this helpful

Helpful

Alex Kirby

Even though Sandler is best known in the SMB space

Reviewed in the United States 🇺🇸 on March 5, 2018

Verified Purchase

Even though Sandler is best known in the SMB space, this book does a great job outlining what is required in an enterprise sales cycle. It's a quick read and absolutely worth the time of any sales person

One person found this helpful

Helpful

Ay_ay_ron

Pretty good starter book

Reviewed in the United States 🇺🇸 on November 28, 2019

Verified Purchase

Fairly insightful, especially if this is one of the first books of its kind you decide to read

Helpful

George Aldrich

Stable platform for beginner sales persons.

Reviewed in the United States 🇺🇸 on April 27, 2018

Verified Purchase

solid beginner book. OK if you are new to the sales process.

Helpful

Top reviews from other countries

Amazon Customer

Excellent book for Complex sales

Reviewed in the United Kingdom 🇬🇧 on January 6, 2022

Verified Purchase

I bought the book recently. I have heard about the sandler training and webinars for a while. This book is an advanced version of sandler sales technique. It break the complex process into several steps. I havenot read in detail, from inital scan I knew it gives a good overview of enterprising sales process

Pavel Alexandru

Sales at another level

Reviewed in the United Kingdom 🇬🇧 on January 30, 2019

Verified Purchase

Sandler forgot more than most people ever knew about selling. This book is an extra layer to the basics - so get the basics to go with it for maximum benefit

Amazon Customer

Only get this if you love Sandler sales

Reviewed in the United Kingdom 🇬🇧 on May 23, 2023

Verified Purchase

It's mostly an advert for their training. There is some useful information but you're better off reading their other books.

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