Press & Media
Sandler Enterprise Selling
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.
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.
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?
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?
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.
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.
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.
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.
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.
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
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.
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.
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.
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.