Weekend Reading: “Sandler Enterprise Selling” By Dave Mattson

For the 164th episode of The Marketing Book Podcast, I interviewed Dave Mattson, co-author of Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.

The book is based on the successful Sandler Selling System. Sandler is the largest global provider of sales and management training in the world with over 250 operating units in more than 30 countries.

From the book…

“Enterprise selling is to traditional selling as chess is to checkers.”

A bit more about the book…

 

 

Douglas Burdett

Douglas Burdett is the Principal of Artillery, a B2B marketing agency and is host of The Marketing Book Podcast. He is a former artillery officer, Madison Avenue ad man and stand-up comedian.