After working with a client for a significant period, I can typically see a shift in their mindset regarding revenue generation. Their sales teams will have developed a much deeper understanding of the importance of thoroughly evaluating an opportunity before investing substantial time and resources into it. They now recognise not just the need for detailed qualification but also the reasoning behind it and how to execute it effectively.
However, by this stage, our focus has really only been on individual sales meetings. Selling to large organizations is rarely a straightforward process that can be completed in just one or two meetings; even reaching the stage of a trial or a small research project often requires multiple discussions.
Enterprise sales involve engaging with various stakeholders across numerous meetings, often with teams on both sides. As a result, tracking progress becomes increasingly complex. How much remains to be done? How far along is the deal- close to being finalised or still in the early stages? Without a clear structure in place, deals can linger far longer than they should. Salespeople, naturally, want to hold on to opportunities because they still seem viable, and working on something (however uncertain) often feels better than having to start from scratch and find a new lead. Conversely, some promising deals slip away simply because the entire client landscape wasn’t fully understood.
Sandler Enterprise Selling provides a structured framework, along with practical tools, to navigate this complexity. It builds on the foundational skills and principles of traditional Sandler training while offering a clear roadmap to managing enterprise sales effectively.
It takes time for participants to fully familiarise themselves with the online tools to the point where they can confidently apply them within their own teams. This learning process is best approached through a structured series of sessions. To ensure the training is practical and directly applicable, participants work with real opportunities and actual clients. Ideally, each participant is not the sole representative from their division. Instead, working in small sub-groups within the same division or company allows them to collaborate, reinforcing the new skills and tools in a way that is directly relevant to their specific business environment.
The program explores significant issues such as:
- How do you stack up against the competition?
- What are your strengths and weaknesses and how do they relate to your proposition?
- How to prospect for the ideal client
- Correctly categorising contacts
- How to use Linked In for prospecting
- Building a prospecting plan
- Reviewing how to qualify an opportunity
- Understanding the stakeholders (their relative power and their pains)
- Team Selling
- How to co-create solutions and how best to present them
- The importance of Delivery as part of the sales process
- Growing and managing accounts
Does this look like something that needs discussing? If you are based in Sussex, Surrey, Berkshire Hampshire or Kent get in contact if so and we’ll explore your challenges when it comes to landing those enterprise deals and see if our Enterprise Selling program is right for you.