Skip to main content
Greg Nanigian and Associates, Inc. | Boston, Massachusetts

Sandler Enterprise Selling

A systematic approach to winning enterprise business

Knowledge is power. Know what you're up against in the enterprise sales arena.

Review our list of the challenges you need to be prepared to overcome when working with enterprise prospects and clients.

By completing this form you are agreeing to receive communications from Sandler Training. You may opt out at any time.

Challenges of Enterprise Selling

This complex interaction of people and exchange of information results in:

  • Longer selling cycles with increased hard and soft costs of pursuing opportunities

  • More complex solutions requiring carefully orchestrated implementation

  • A high degree of selling team cooperation, communication, and creativity

On the Buyer's Side

The group of people who define the need may be different than the group who help shape the solution. And control of the resources to acquire and implement the solution may fall under yet another group of people.

On the Seller's Side

The composition of the sales team with the primary lead in exploring and defining the need will often change as the focus shifts to framing and creating a solution. The implementation team will also likely include additional people.

The Six Stages of Enterprise Selling

  • Stage One: Territory & Account Planning

  • Stage Two: Opportunity Identification

  • Stage Three: Qualification

  • Stage Four: Solution Development

  • Stage Five: Proposing & Advancement

  • Stage Six: Service Delivery

Sandler Enterprise Selling — The Book

Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This latest Sandler book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.