Winning, growing and retaining major accounts present unique challenges for sales teams. Long sales cycles, complex buyer networks and the significant investments required in pursuing enterprise business are just a few of the daunting obstacles demanding that selling teams bring nothing less than their very best to enterprise pursuits. But for the winners, the payoff is huge because closing the enterprise account sale is not the end but just the very beginning. For enterprise accounts are marketplaces in and of themselves – vast, teeming fields of rich, dark, fertile soil awaiting seeds of growth. And your ability to deliver with excellence enriches the soil for the planting of those seeds.
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.