Brian Sullivan, VP of Sandler Enterprise Selling,  and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors.

In this episode:

• DISC basics and why it matters
• Differences in selling to buyers in small and medium sized businesses vs large, enterprise accounts
• How emotion gets in the way for the buying AND selling teams
• Danger of assuming someone's behavioral profile based on the function of their job
• How to use the profiles of your team to position them for success
• How understanding motivators and demotivators can help us
• What actions you should take and avoid taking with certain profiles
• The importance of preparation
• Summary of how DISC can help you with communication, your team, and your selling

The Selling the Sandler Way Podcast is brought to you by Sandler Training, the worldwide leader in sales, management, and customer service training. For more information, visit www.sandler.com.

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