Expanding Enterprise Accounts

Winning, Maintaining and Growing Enterprise Accounts
Complex Sales Training

Win and Expand Complex Accounts

Sandler UK’s enterprise sales training offers the best strategies, processes, and tools to move complex sales opportunities forward predictably and productively.

  • Sales & Business Alignment
    Organisations must prepare to align to satisfy a sales opportunity and share responsibility to achieve sustainable, repeatable growth and success.
  • Transform the Sales Mindset
    The mindset and approaches of salespeople adapt, from transactional to enterprise, to handle complex decision-making.
  • Perusing Strategic Growth
    Sales teams must take the time to nurture a relationship through a critical path that aligns the customer with a relevant pain point or incorporates an initiative that is critical to the prospect’s organisation.

Common Challenges to Expanding Enterprise Accounts


B2B markets can be complicated and often require enterprise-level sales and business development strategies.

While selling to enterprise prospects, sales cycles need to be extended and can take months or years to complete.

Customer acquisition will cost more, and team selling can become far more critical to success.

Complex sales and product/service delivery require a more carefully orchestrated implementation plan.

Competition for enterprise sales is tougher, more sophisticated and more strategically focused.
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Sandler UK’s Enterprise Sales Strategy

We have the tools to help close complex enterprise sales and a common language to use when negotiating that helps make the process scalable, repeatable, and easier - from expanding accounts to driving the sales process forward.
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Our enterprise sales training will take you from account planning to creating the most productive client relationships.


Territory & Account Planning

This critical stage is when you need to establish a comprehensive plan and strong baselines for success.


Opportunity Identification

Next, it is time to analyse your opportunities and implement a plan for contacting your most promising opportunities.


Opportunity Qualification

You can then begin executing outreach to engage decision-makers at your target enterprises, clarify the key parameters, and reinforce your position.


Solution Development

This is when you start crafting a compelling solution to the key decision makers’ pain points and enterprise-level challenges.


Proposing & Advancement

Now is the time to finalise the deal by proposing a solution based on the client’s requirements and demonstrating its value.



With the deal closed, the final step is coordinating the product/service delivery, maximising client satisfaction and, eventually, expanding the account.
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We Don’t Rely on Quick Fixes

We focus on reinforcement to encourage incremental changes over time to ensure long-term success.

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Winning and Expanding Major Accounts

Winning and Expanding Major Accounts

Our approach to enterprise sales is based on the Sandler Selling System. This guide provides a practical six-stage approach for winning enterprise-level clients, serving them effectively, and expanding those relationships.

Enterprise Sales Insights
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