Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise Selling (#SES) at #Sandler.

We discuss a number of simple, practical tools that Brian has designed to help enterprise, transactional and channel salespeople:

Sell more

Sell more often

To more buyers

For more money

And get out of deals they can't win, fast

I'm a huge fan of these tools because unlike the tools I was given earlier in my career these take a fraction of the time to complete. They have been designed by salespeople for salespeople to help us do our job instead of being designed by audit for audit purposes. No 3-day off site meetings to complete blue sheets, green sheets or pink sheets that gather dust in the boot of your car.

We explore the hidden cost of sales in enterprise selling and why it's imperative to know what's real and what isn't quickly, to prioritise your scarce and expensive resources on deals you should, can and will win and get out of the others as quickly as possible.

Enterprise selling is 90% project management and 10% selling. The best enterprise salespeople are like generals, making sure the right people on your team are having the right conversations with the right people on the buying side at the right time in the right way.

They make it all about the customer. Brian is a master at making you feel like nothing and no one else matters because he delivers his full attention to you when you're in the conversation. His system and tools liberate you to focus on being fully present, to put the customer at the heart of everything you do. And the results speak for themselves.

My clients, applying SES tools and principles have been able to identify growth potential of between 80-450% just within their existing accounts. They routinely uncover opportunities to win new logos by understanding their marketplace, their competitive landscape and the specific competition they face in any one pursuit. I have a client who was tracking at 25% of target by the end of Q1. By the end of Q4 he was tracking at 500% of target using these tools in conjunction with the #SandlerSellingSystem. He had to give away 34 of his 42 accounts by the end of the year because he needed to focus on his top 8 and no longer had the bandwidth to cover all 42. I have hundreds of cases studies like this thanks to Sandler and Sandler Enterprise Selling.

Could you be my next client? I'm picky but let's begin with you crashing a Sandler Masterclass on sales or sales management to see what's involved and what's in it for you. Email me on [email protected] with "SESP/Crash a Class" in the subject line.

Join the Sandler Enterprise Selling LinkedIn Group here for insights, discussion and your questions on #EnterpriseSelling answered.

Our book, #MakingChannelSalesWork (#MarcusCauchi & #DavidDavies) integrates 10 of these tools and our programme #TheRoadtoChannelExcellence integrates all 19 of the current tools along with. We are running a 3-day Vendor & Partner Bootcamp on 8-10 May in Reading, UK. It's for you if you are a #CEO, #owner, #ChannelChief, run an #MSP, #ITServiceProvider, #VAR in #Technology #Tech #ICT. 

Connect with Brian on LinkedIn. Meet him at the #SandlerClientSummit 2019 in Orlando