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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Enterprise Selling

In enterprise selling, there is a heavy focus on business value. Watch to see how Brian Sullivan, VP of Sandler Enterprise Selling, addresses this challenge through the Sandler Enterprise Selling Program.

Watch Time: 2 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, describe how the Sandler Enterprise Selling Program addresses one of the most common enterprise sales challenges, extended sales cycles.

Watch Time: 3 Minutes

Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling.

Watch Time: 2 Minutes

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

Watch Time: 2 Minutes

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling.

Watch Time: 4 Minutes

Learn how the Sandler Enterprise Selling Program can help you win, grow, and retain enterprise accounts from Vice President of Sandler Enterprise Selling, Brian Sullivan. 

Watch Time: 3 Minutes

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations.

Read Time: 4 Minutes

Of the many daunting challenges that sales teams face in selling into complex enterprise accounts, one of the most frustrating is that of long, drawn-out sales cycles. Months can pass, even years, while pursuing a major opportunity with an enterprise account, an opportunity that may or may not be won. As that precious time passes, the doubt, the uncertainties, the risks and the costs all increase. How can selling organizations overcome this challenge?

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides great insight into enterprise selling, because it reminds us how important it is to identify the information that matters most about our key competitors… We must know them, prioritize them, and account for them. That means conducting a truly effective, and customized, competitive analysis. Unfortunately, most research sales teams do in this area falls far short of the mark.

The Sandler Enterprise Selling (SES) program, based on David Sandler’s revolutionary selling system, organizes the enterprise selling cycle around a six-stage, continuous process. SES provides a number of special tools throughout its six stages to help organizations land, keep and grow long-term clients, and we’ve added a tool to the SES arsenal – the Quarterly Value Review, or QVR.

Special guest, Brian Sullivan, Sandler trainer and author shares his thoughts about how to succeed at enterprise selling. It is an inside look at the new Sandler Training book, Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.