In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do busines…
Read moreIn selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.
The post Value Is in the Eyes of the Client appeared first on Sandler Training.
Hope, the saying goes, is not a strategy. Wise words! But are you perhaps relying on hope a bit too much after you and your team lose a major account?
The post Move Beyond Hope: In Major Account Sales, You Win or You Learn! appeared first on Sandler Tr…
It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong.
The post In Selling, Whose Year Should You Close Strong? appeared fir…
And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits.
The post In Major Account Relationships, Retention is not a Noun appeared first on Sandler Train…
