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.

Discover the 11 insights that will change the way you think and sell.
Improve performance through self-awareness and relationships. Mattson and Seidman-C-level executives at Sandler Training, a world leader in sales training-focus readers on the 11 core principles that can reshape identity and promote professional growth. The Sandler System reveals the insights necessary to shift your own beliefs, behaviors, and attitudes to match those of the highest-earning, most successful sales representatives.
Excel at selling by overcoming the root causes of negative behaviors. Using the framework of Transactional Analysis the study of communication and its effect on human development and relationships-readers will understand how they arrived at the results, good or bad, that they have had up until now. Readers will learn
– Why self-control is a powerful weapon, and how it creates predictably lucrative relationships.
– How to don their armor going into battle, and when to relax in their own castle.
– How to leave their “inner child” in the car during sales calls.

Leadership is a very different skill from day-to-day management. This is because leadership is focused on the business, whereas management is devoted to solving problems that arise in the business. That may seem to suggest that leadership is the easier of the two paths, but the truth is that leadership is far harder for many people, because it is less tactical. Not all sales managers are sales leaders, but sales managers can learn to be sales leaders.
Scaling Sales Success outlines sixteen proven “rules of the road” for those leaders who are ready to make the journey necessary to transform a team of disengaged or marginally engaged salespeople into a cohesive, committed team capable of generating scalable revenue growth. And in order to scale the success of your team in a way that supports ongoing, aggressive growth, leadership is a non-negotiable requirement.

Most leaders are passionate about their business, and if they had better ideas for how to grow their company, they would use them. They really do want to move their company into the top rank . . . but they have learned first-hand that just wanting that is not enough. They work very, very hard . . . but after a while, they realize that, no matter how hard they work, something important seems to be missing, and they’re not quite sure what that something is. They’ve fallen prey to the “Blind Spots Syndrome”-they don’t know what they don’t know about the obstacles they face.
The Road to Excellence identifies the common blind spots that can take any business off track. The book gives you six powerful leadership strategies that, when followed, make it easier for you to find the answer to the critical question: What, exactly, stands between my company and organizational excellence-and what do I do about it?
Only when you’ve answered that question can you take your company into the top tier!

The definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System.
Here’s a mystery. We have a common language and a common process for every single department in the organization . . . except sales. Everyone in accounting talks the same language. In marketing, there’s a very analytical process by which team members agree to measure the results. In operations, or engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet sales, for some reason, typically doesn’t have a consistent process that managers and employees can understand and agree to follow. In fact on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole . . . and managers tend to let them! Why?
The Sandler Rules for Sales Leaders details a sales management process that works. It offers forty-nine timeless, proven principles for effective sales leadership, based on the Sandler Selling System.