Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with … [Read more...] about Selling Upmarket: 11 Books for Large Account Sales
Sales Process
Sandler Enterprise Selling: Complex Decision Structures
In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling … [Read more...] about Sandler Enterprise Selling: Complex Decision Structures
How to Succeed at Having a Selling System with David Sandler [Podcast]
This special bonus episode takes you back about 25 years to a training session with our founder, David H. Sander. He talks about why a selling system … [Read more...] about How to Succeed at Having a Selling System with David Sandler [Podcast]
How to Win in the New Game of Sales
The days of betting everything on your quarterly quota are over. And if recent research is anything to go by, that might not actually be a bad thing. … [Read more...] about How to Win in the New Game of Sales
Sandler Enterprise Selling: Team Selling
Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler … [Read more...] about Sandler Enterprise Selling: Team Selling
Selling the Sandler Way: Sales Automation [Podcast]
In this podcast, Brian Sullivan. VP of Sandler Enterprise Selling speaks with Dan Zamudio, founder and CEO of PlayBoox to talk about Sales Automation … [Read more...] about Selling the Sandler Way: Sales Automation [Podcast]