What is enterprise selling?

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Dave Mattson (Author & CEO, Sandler Training)


Dave Mattson defines enterprise selling and explains the main elements. He talks about how enterprise selling generally involves more people and decision-making, has more at risk, and has a longer selling cycle. He also discusses how with enterprise selling you earn the right to try and upsell to the customer based on their needs.

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About Author

Dave Mattson

Author & CEO, Sandler Training

Dave Mattson is a best-selling author, sales and management thought leader, keynote speaker and leader for sales training seminars around the world. As CEO and President of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy and client satisfaction.

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