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Sandler Enterprise Selling

A systematic approach to winning enterprise business

Up your sales game for enterprise clients.

In the enterprise sales environment, the number of decision makers, as well as the degree of interaction between them, is typically far greater than what is required in more traditional sales interactions.  

Book,  Sandler Enterprise Selling 3

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.

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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

Organising and documenting interactions and exchanges of information between and among buyer and seller teams is of prime importance and a necessary element for closing sales and closing them profitably. 
Sandler Enterprise Selling provides the tools with which to do that along with the strategies and processes to keep sales opportunities moving forward to favourably predictable conclusions.

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.

Sandler Enterprise Selling in the news

Read about all the success and media coverage on Sandler's Enterprise Selling program, including the most recent book launch in partnership with McGraw Hill, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Latest news

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

The Sandler Blog

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.

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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.

Learn how to find and win business with profitable enterprise clients.

Find out about reserving your seat