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Your customer service team already has great relationships with your customers. But it’s important to reinforce that they ask the right questions, don’t provide too much "free consulting” and ultimately increase top line revenue.
Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First, you need to understand how selling to large corporations differs from the less complex world of selling to small and med-sized companies. It takes time, energy, commitment and money but the payoff can be huge.
Only the best sales reps can consistently navigate the "last mile" of the sale. They ensure ahead of time, that the customer has a problem their solution can solve, a budget they are willing to spend, and a decision-making process within which they can succeed.
Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers.
Most technology salespeople rush the proposal stage without doing due diligence along the way to ensure success. Are you missing opportunities to shorten the sales cycle, increase close rates, and open doors to the actual decision makers?
Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.