Selling into and serving large, complex enterprise accounts present unique challenges when compared to seeking business with small and medium-sized organizations.
Sales representatives and selling teams need to be at their very best to overcome these obstacles and be successful in winning business in the enterprise space. Brian Sullivan shares Sandler Enterprise Selling’s point of view and provides insights into two key strategies to win business with profitable enterprise accounts, serve them effectively and expand the relationships over time.
About Brian Sullivan:
Brian Sullivan is the Vice President of Sandler Enterprise Selling at Sandler Training, an international training and consulting organization. Prior to joining Sandler in 2012, Brian was in sales, sales management and P&L management positions with The Cap Gemini Group for thirty years and in sales positions with Xerox Corporation prior to his time with Cap Gemini. He also served as an Adjunct Professor of Marketing for twelve years at Loyola University Maryland, where he received his BA in Business Administration and his MBA in Marketing.
Brian is the co-author of Sandler Enterprise Selling: Winning, Growing and Retaining Major Accounts and is a frequent contributor to blogs and articles in business publications. He serves on numerous boards including Stevenson University’s Career Services Board and the Loyola University Information Systems and Operations Management Board.