BCL80 Sandler Enterprise Selling Managing Goliaths with Paul Glynn
How to sell into large corporates made easy
Winning business from large organisations and then managing it can be adaunting task for small businesses. On this edition of Business Connections Live we explain what you need to do to successfully manage your sales process for a business Goliath.
How do you win business even if you feel you don’t have the sales resources. Many small companies feel like they are up against business Goliiaths when they are but “Davids”. If you are in this position there are some clear strategies that you can use to win business and on this edition of Business Connections live, Paul Glynn will show you how.
Paul Glynn from Sandler (West M25) helps businesses and business people with the frustrations of increasing sales revenue through assessments, training, coaching and mentoring
In a previous edition of Business Connections Live, we looked at the tactics necessary to be more effective in winning business. However, when we want to acquire the bigger clients Tactics are not enough. We need an overall Strategy too. Sandler Training has recently launched a new approach to winning complex sales. As you would expect from Sandler, the steps are simple but the solution is quite different from anything else. Six simple steps, but 13 tools to support them! We will look a the overall 6 stages and give you a flavour of one or two tools that you could use right away, with any size of client
What you will learn

Tactics are not enough. Strategy without tactics leads to “winging it”
6 simple steps of a strategy  to win and keep bigger clients
Detail of the Pre call Planner and the Call Debrief that you can use with any sale

What you will achieve

Understanding why strategy is needed to win bigger clients
Insights into the new 13 tools
Close more business of any size using 2 of those 13

Paul Glynn from Sandler (West M25) We help businesses and business people with the frustrations of increasing sales revenue through assessments, training, coaching and mentoring
http://www.westm25.sandler.com
Business Connections Live Programme 80
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