account management

Move Beyond Hope: In Major Account Sales, You Win or You Learn!

February 5, 2020 Brian Sullivan Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Sales Process, Technology, Training in Business

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…

Value Is in the Eyes of the Client

February 5, 2020 Brian Sullivan Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Sales Process, Technology, Training in Business

In 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.
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