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Sandler Enterprise Selling

A systematic approach to winning enterprise business

On the Buyer's Side

The group of people who define the need may be different than the group who help shape the solution. And control of the resources to acquire and implement the solution may fall under yet another group of people.

On the Seller's Side

The composition of the sales team with the primary lead in exploring and defining the need will often change as the focus shifts to framing and creating a solution. The implementation team will also likely include additional people.