Sandler Training Announces Sandler Enterprise Selling

New Systematic Approach to Create Lasting Success in Selling to Enterprise Clients

January 24, 2015 // // Sandler Training, a leading provider of training for sales professionals worldwide, has been helping companies improve their sales processes for more than 40 years through its methodical approach to selling. Recognizing the unique challenges posed by selling to enterprise clients, Sandler has launched Sandler Enterprise Selling (SES), a strategic system that helps selling organizations win business with profitable enterprise clients, serve them effectively and expand the relationships over time.

Sandler Enterprise Selling organizes the enterprise selling cycle around a six-stage, continuous process and provides tools throughout the stages to help organizations land, keep and grow long-term clients.

“At Sandler Training, our method encourages taking the long view of sales because we believe that is more likely to result in lasting success for our clients,” said Dave Mattson, CEO of Sandler Training. What we have developed with SES is a specialized program that addresses the full range of challenges typical in enterprise selling, and helps our clients to win more profitable business and expand their enterprise relationships over time.” “This approach is especially rewarding in the enterprise space because of the long-term nature of the partnerships between selling organizations and their clients.

SES includes six stages:

  1. Territory and Account Planning
  2. Opportunity Identification
  3. Qualification
  4. Solution Development
  5. Proposing and Advancement
  6. Service Delivery

SES clients utilize a portfolio of collaborative tools that add velocity to the stages while reinforcing organizational team selling. For example:

  • KARE Account Planning Tool – delivers value in Territory and Account Planning through customized client profiling and facilitates organizational understanding through the use of a common account lexicon.
  • LinkedIn® Levers Tool – acts as a guide to provide quick and easy access to valuable information on individual client contacts and accounts through the gold standard for research that is LinkedIn®
  • Client2 Tool – provides a logical framework of activities to drive business growth and expansion of enterprise clients – markets unto themselves.

Sandler Training’s SES Business Unit is led by VP, Brian Sullivan, who brings a wealth of enterprise selling and management expertise to the role. His 35 years of experience with The Cap Gemini Group and Xerox Corporation along with his extensive background in the Sandler Selling System, position him effectively to serve Sandler® clients in the enterprise space.

For more information about SES, go to or contact Brian Sullivan at or on 410-559-2003.

About Sandler Training

Founded in 1967, Sandler Training is the largest provider of sales, leadership and customer service training in the world, serving businesses of all sizes with short- and long-term programs that offer continuous coaching, reinforcement and support for sales professionals. This novel philosophy of “reinforcement training” was developed by David Sandler, considered one of the most innovative sales trainers in America. For more information about Sandler Training, visit

© 2015 Sandler Systems, Inc. All rights reserved. Sandler is a registered service mark of Sandler Systems, Inc.

SOURCE Sandler Training


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