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Press & Media

Sandler Enterprise Selling

SALES POP BLOG

Enterprise Selling: Herding Cats

June 2018 – Sales POP! blog featuring Brian Sullivan

The difference between selling to small and medium-sized firms and selling to enterprise accounts is similar to the difference between owning a cat and herding cats! Team selling needs to be more than just a tagline. It needs to be the way you do business.

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TOP SALES MAGAZINE, MAY 2018

Team Buying

May 2018 – Top Sales World with Brian Sullivan

We all understand how important team selling is in the enterprise world. Marshaling your most important organizational assets to win enterprise deals is an absolute survival skill. And these assets are your people – your colleagues who simply must be engaged in the selling process.

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BizTimes

Five channels to enterprise account wins: The seeds of growth

May 2018 – BizTimes

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth.

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SALES POP BLOG

The Quarterly Business Review – It’s All About Value

April 2018 – Sales POP! blog featuring Brian Sullivan

In Sandler Enterprise Selling, we flip the model. We believe in Quarterly Value Reviews and a keen focus on twin themes – value delivered and value projected. And the message? It’s not about you – it’s about the client. And how they view the value you’ve delivered and the value they expect from you in the future.

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SALES POP BLOG

The True Impact of Sales Competition

March 2018 – Sales POP! blog featuring Brian Sullivan

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. But what do we see in much of the competitive analysis done today?

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TOP SALES MAGAZINE, MARCH 2018

Fingerprints to Success

March 2018 – Top Sales World with Brian Sullivan

Enterprise selling is defined in terms of the unique pains and challenges that organizations face in selling to and serving large enterprise accounts. At Sandler, we believe strongly in the power of pain. Our founder, David Sandler famously said, “No pain, no sale”.

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SALES POP BLOG

Practical Market, Territory and Account Planning

February 2018 – Sales POP! blog featuring Brian Sullivan

Off the Cuff Instant Interview Question:“What are some tips for doing practical market, territory and account planning?” 

Brian Sullivan provides a high-level overview of a practice framework in five fundamental areas for sales planning to enterprise selling clients.

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SALES POP BLOG

Enterprise Accounts: Early Acceleration or Early Exit?

February 2018 – Sales POP! blog featuring Brian Sullivan

Your main decision in the initial stages is between early acceleration and early exit. And, practically speaking, there should be no gray area between the two. Stay or go?

That’s the question. But how can you know?

Read complete article >

SALES POP BLOG

Enterprise Accounts – The Seeds of Growth

January 2018 – Sales POP! blog featuring Brian Sullivan

Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth.

Read complete article >

TOP SALES MAGAZINE, JANUARY 2018

In the Dark of the Night, Every Cat’s a Leopard

January 2018 – Top Sales World with Brian Sullivan

This old Indian saying provides great insight into enterprise selling because it reminds us how important it is to identify and understand the information that matters most about our key competitors.

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SALES POP BLOG

It’s About the Client

December 2017 – Sales POP! blog featuring Brian Sullivan

Often at the start of new business relationships, the sales rep explains a customer survey will be sent. What if that survey is filled with boilerplate categories that are not important to the client, yet the client may still provide ratings. Who learns from scores that have no relevance?

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SALES POP BLOG

Actionable Account Profiles

November 2017 – Sales POP! blog featuring Brian Sullivan

In selling, we bundle our accounts into categories to be more efficient in winning business. But what do these groupings tell you about the actual traits and tendencies of the accounts? How do they help you win, grow and keep major clients?

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TOP SALES MAGAZINE, NOVEMBER 2017

After Your Big Enterprise Account Win

November 2017 – Top Sales World with Brian Sullivan
Brian provides advice on how to prevent ruining your not-quite-yet account that could be an absolute game-changer for your entire organization.

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SALES POP BLOG

It’s Not a Sales Win Till it’s In

October 2017 – Sales POP! blog featuring Brian Sullivan
Remember, it’s not a sales win until it’s in. The deal is not done until the deal is done. Keep it cool and read Brian Sullivan’s advise on how to remain professional and poised after a win.

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TOP SALES MAGAZINE, SEPTEMBER 2017

Bloom where you're planted

September 2017 - Top Sales World with Brian Sullivan
Winning business with a large enterprise account is a significant achievement in that it brings with it new revenue and profit. But unlike successes with smaller accounts, Brian explains that the real significance of an enterprise win is in the potential for account growth.

Continue reading >

Pipeliner Blog - Sales POP!

Sales Success to "Copy"

August 2017 – Sales POP! blog featuring Brian Sullivan
Brian began his sales career with Xerox. Many years before he arrived, Xerox made a huge strategic decision that shifted the success of their company at an annual rate of over 40% for the next twelve years. Brian shares, like Xerox, how important it is to engage your entire business model and team in generating ideas and crafting solutions. 

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TOP SALES MAGAZINE, JUNE 2017 ISSUE

Knowing and Growing Enterprise Accounts

June 2017 - Top Sales World interview with Brian Sullivan

Brian Sullivan, co-author of SANDLER ENTERPRISE SELLING: Winning, Growing, and Retaining Major Accounts and Vice President of Sandler Enterprise Selling, sat down with Top Sales Magazine’s Jonathan Farrington for a great interview about how to win, serve, and grow large, enterprise accounts.

TOP SALES MAGAZINE, JULY 2017

The Quarterly Review – Business or Value?

July 2017 – Top Sales World with Brian Sullivan
Brian explains the Sandler Enterprise Selling view on the Quarterly Review to effectively serve your enterprise accounts throughout the continuous selling cycle.

TOP SALES WORLD, 2017 ACADEMY

Overcome Enterprise Selling Challenges

May 2017 – Top Sales World's 2017 Academy Session
Watch Brian Sullivan’s session, "The Challenges in Enterprise Selling and How To Overcome Them" on Top Sales World’s Academy. Please note that the 2017 Academy presentations are free to watch, however, registration is required prior to viewing.

KNOWLARITY BLOG

Customer Satisfaction

June 2017 - Knowlarity Blog featuring Brian Sullivan

Thinking about using a boilerplate survey to gauge client satisfaction level? Think again. Brian Sullivan explains the Sandler Enterprise Selling Client-Centric Satisfaction Tool to understand what is truly important to your client.

SALES POP! BLOG

Sales Reps – Do the Right Thing

June 2017 – Sales POP! blog featuring Brian Sullivan

Brian Sullivan recounts a story as an adjunct professor at Loyola University Maryland that doing the right things for the right reasons can deliver business benefit at the same time.

MAKE IT IN ENTERPRISE SALES

Enterprise Selling & B2B Startups

May 8, 2017 – Built In Chicago, by Molly Each
If you’re used to selling to small and mid-sized organizations, you’re in for a surprise when entering the enterprise selling arena. Read these five tips from Sandler on how to become successful when working with Enterprise prospects and clients.

TOP SALES MAGAZINE, APRIL 2017

Client-Centric Satisfaction

April 2017 - Top Sales World with Brian Sullivan
What’s important to one client may be irrelevant to another. Read as Brian Sullivan explains the importance of customizing your client satisfaction process that is designed to increase the probability of successful delivery and account expansion.

TOP SALES WORLD’S JF INTERVIEWS

Social Enterprise Selling

Jonathan Farrington in conversation with Brian Sullivan
Listen to Brian Sullivan on Top Sales World's Jonathan Farrington interview series.

In this interview, Jonathan Farrington and Brian Sullivan put a spin on social selling as they talk through the difference when pursuing enterprise prospect accounts versus small and mid-sized accounts in the social arena.

TOP SALES MAGAZINE, JANUARY 2017 ISSUE

Spiders, Snakes, Accounts

January 2017 - Top Sales World with Brian Sullivan
In selling, we work with logical account groupings for both clients and prospects, adding clarity and understanding to our efforts. In the animal kingdom, we group creatures into categories that provide scientific value. Learn as Brian Sullivan creates a connection through ones understanding of account differences in terms of traits and tendencies, which help build meaningful profiles for your accounts.

SellingPower Blog

Customer Pain Points in Enterprise Accounts

December 2016 - SellingPower Blog article by Dave Mattson

Selling is all about solving problems, and enterprise selling is about solving more complex problems for larger companies. Dave Mattson, CEO and President of Sandler Training and co-author of SANDLER ENTERPRISE SELLING: Winning, Growing, and Retaining Major Accounts, shares how to uncover customer pain points in Enterprise accounts on SellingPower’s blog.

TOP SALES MAGAZINE, NOVEMBER 2016 ISSUE

Early Exit or Early Acceleration

November 2016 - Top Sales World with Brian Sullivan

As sales managers, we’re often approached by one of our reps, making the case to pursue an opportunity. “It’s a big deal”, shares the rep, “It’s right in our power swing”. Or we hear, “We’re really well-positioned” and sometimes the tantalizing, “It’s ours to lose”. Brian Sullivan, Vice President of Sandler Enterprise Selling at Sandler Training shares how an early exit or early acceleration can both be gifts for an organization and all of its stakeholders.

TOP SALES MAGAZINE, September 2016 ISSUE

In Enterprise Pursuits – It’s About Time

September 2016 - Top Sales World with Brian Sullivan 

One of the most frustrating challenges sales teams face in selling into complex enterprise accounts is long, drawn-out sales cycles. How do selling organizations overcome this frustrating challenge of time while also increasing the likelihood of success? Brian Sullivan, Vice President of Sandler Enterprise Selling at Sandler Training shares his knowledge in Top Sales Magazine.

“MAKE EARLY EXITS OR EARLY ACCELERATION.”

Helping Leaders Get Ahead

August 31, 2016 – Fast Leader Podcast with Brian Sullivan 

Brian Sullivan worked for an organization that would bring together an executive committee to make decisions on business they wanted to pursue. Because of all of their political agendas, the system wasn’t serving the company or customers very well. Brian joined Sandler in 2012 to develop the Sandler Enterprise Selling program, a more customer-centric approach to sales that helped them to win better deals and avoid pursuing bad ones.

 

TOP SALES MAGAZINE, MAY 2016 ISSUE

May 16, 2016 - Top Sales World interview with Brian Sullivan

Brian Sullivan, co-author of the recently published SANDLER ENTERPRISE SELLING: Winning, Growing, and Retaining Major Accounts book and Vice President of Sandler Enterprise Selling, sat down with Top Sales Magazine’s Jonathan Farrington for a great interview about the book. Brian provides and overview of Sandler Enterprise Selling and its six highly strategic stages designed to help you win, serve, and grow large, complex accounts.

Read the article >>

Listen to the interview >>

Corp! Magazine Article

When It Comes to Going After the ‘Big Deal’ Key Questions Remain

July 21, 2016 - Corp! Magazine featuring Brian Sullivan

Brian Sullivan answers key questions that remain after the ‘Big Deal’ is landed in a guest Corp! Magazine article. Winning major opportunities with large, complex accounts can grow your business and propel your organization to new levels. But what do they really mean? What’s the real business sense for your firm in pursuing a major deal? And what’s the business risk?

BRIAN SULLIVAN REVEALS ON DOCURATED.COM

The biggest challenges for enterprise-level sales professionals

July 13, 2016 - Docurated.com featuring Brian Sullivan

Brian Sullivan, co-author of SANDLER ENTERPRISE SELLING: Winning, Growing, and Retaining Major Accounts and Vice President of Sandler Enterprise Selling at Sandler, reveals on Docurated.com what obstacles today’s enterprise-level sales professionals are combating and what steps they can take to differentiate themselves and succeed in an increasingly tough atmosphere. 

Get a sneak preview... download a free sample chapter

This book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.

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Art of Authenticity

School for Startups Interview

April 21, 2016 - School for Startups Radio interview

Brian Sullivan was interviewed by School for Startups, which airs on Liberty Express Radio, Business Radio X, and is syndicated to 11 stations. The focus of this interview was SANDLER ENTERPRISE SELLING, which begins at 29:20 in the audio.

Blog Talk Radio and iHeartRadio

Money for Lunch Interview

April 19, 2016 - Brian Sullivan Money for Lunch interview

Brian Sullivan was interviewed by Money for Lunch, which aired on BlogTalkRadio and iHeartRADIO. The focus of the interview was SANDLER ENTERPRISE SELLING, which begins at 16:00 in the audio.

SES Video Collection

Sandler Enterprise Selling Spotlight

Brian Sullivan, Vice President of Sandler Enterprise Selling describes how the Sandler Enterprise Selling Program enhances Sandler’s award-winning selling system to win, grow and retain enterprise accounts through its six highly strategic stages.