Sales POP - Purveyors of Propserity
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No Happy Storybook Endings in Enterprise Selling

No Happy Storybook Endings in Enterprise Selling

For Sales Pros / Jun 14, 2019 / Brian Sullivan

I hate to provide such a negative title for an article but I’m a big fan of being real, especially when it comes to selling, especially enterprise selling. We live in a task-driven world, highlighted by starts and stops, defined beginnings and defined endings. And we find comfort in the modularity of our lives, knowing ... Read More

Two Sides to the Enterprise Selling Coin

Two Sides to the Enterprise Selling Coin

Prospecting / May 2, 2019 / Brian Sullivan

I hear the question often. “What is Sandler Enterprise Selling?”. But first, a broader question must be considered. “What is enterprise selling itself?”. Indeed. At Sandler, we believe strongly in pain – the great motivator. “No pain, no sale” is one of our classic quotes. And in selling, while the focus is typically on the ... Read More

Team Selling and Team Planning

Team Selling and Team Planning

Negotiations / Apr 5, 2019 / Brian Sullivan

Pre-call planning. As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I don’t do scripts”, “I’m best when I’m spontaneous” or “I can spend my time much more effectively doing other things” are all in the chorus. Then there’s, “It’s just a waste of ... Read More

Major Account Retention – The Grammar Lesson

Major Account Retention – The Grammar Lesson

Sales Management / Mar 4, 2019 / Brian Sullivan

The statistics are compelling. Most selling organizations generate 80% of their business from 20% of their clients. Winning a new large account costs up to 20 times more than keeping a current one. And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative ... Read More

Proceed with Caution – Monkey’s Paw Ahead

Proceed with Caution – Monkey’s Paw Ahead

Entrepreneurs / Feb 2, 2019 / Brian Sullivan

In port cities, we see the massive mooring lines that securely tie huge ships to the docks. Getting those ropes down to the piers from the giant vessels was a problem that inventive sailors solved long ago by wrapping the roping around itself at the ends, creating what looked like monkey’s paws. These were heaved ... Read More

What about Team Buying?

What about Team Buying?

Sales Training / Jan 4, 2019 / Brian Sullivan

Team selling. We know how critical it is in the enterprise selling world. Marshaling your most important organizational assets – your people, to win enterprise deals is a survival skill. The mantra of “Everybody Sells”, when put to work in large pursuits, positions you to face one of enterprise selling’s top challenges – team buying! ... Read More

Whose Value is in the Value Proposition?

Whose Value is in the Value Proposition?

Sales Management / Dec 13, 2018 / Brian Sullivan

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ... Read More

Major Account Pursuits – You Have to Pay to Play!

Major Account Pursuits – You Have to Pay to Play!

For Sales Pros / Nov 23, 2018 / Brian Sullivan

We’re all aware of the unique challenges faced by sales teams in complex enterprise account pursuits. As opposed to opportunities with smaller accounts, enterprise deals present much more frustrating pains and complexities to selling organizations. Long sales cycles, wide buyer networks, and highly capable competitors are just a few of the obstacles that must be ... Read More

Channel Selling and the Enterprise World

Channel Selling and the Enterprise World

For Sales Pros / Oct 7, 2018 / Brian Sullivan

In the complex world of enterprise selling, we focus keenly on team selling. In selling to and serving major accounts, team selling needs to be much more than just a tagline. It needs to be the way that you do business. In winning, growing and retaining large enterprise accounts, it’s an absolute survival skill. But ... Read More

Mindfulness and the World of Enterprise Selling

Mindfulness and the World of Enterprise Selling

Entrepreneurs / Sep 7, 2018 / Brian Sullivan

How Mindfulness and Enterprise Selling Go Together Mindfulness. We’ve all heard the term but it’s likely that few of us have spent any quality time learning about it. Jon Kabat-Zinn is a professor of medicine at The University of Massachusetts and an expert on mindfulness. He explains it in simple terms as “paying attention in ... Read More

Taking SWOT to the Next Level

Taking SWOT to the Next Level

For Sales Pros / Aug 5, 2018 / Brian Sullivan

Summer, unfortunately, is in its waning days and the calendar year has passed the halfway point. In your selling year, there have likely been many positives and negatives to deal with but with a heavy dose of sales optimism, you know there’s still time to take actions to drive improvement, hit your year-end numbers and ... Read More

Get your Account’s Fingerprints on your Solution

Get your Account’s Fingerprints on your Solution

For Sales Pros / Jul 25, 2018 / Brian Sullivan

The question often comes up regarding defining enterprise selling versus selling into smaller accounts. Given the criticality of pain in selling, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in dealing with large enterprise accounts. Long sales cycles, extensive buyer networks, and sophisticated competitors create problems not ... Read More

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