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SullivanMay19.pdf
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📊 Size: 3.73 MB
👤 Author: Bill Jeckells
⬇️ Downloads: 48

Summary

The article discusses the concept of enterprise selling, where the sale never truly ends, but rather marks the beginning of a long-term, client-focused relationship. The author, Brian Sullivan, recounts his experience in sales training and how he learned that the answer to "when is the right time to close?" is "when the buyer is ready." He then applies this concept to the question of "when does the sale end?" and argues that in enterprise selling, the sale is not a discrete event, but rather a continuous process of selling and delivering. The author cites T.S. Eliot's quote "to make an end is to make a beginning" to illustrate this point. He also discusses the importance of integrating sales and delivery teams to create a single, client-focused unit, and how this approach can lead to long-term success and growth in enterprise accounts.

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Description

The article discusses the concept of enterprise selling, where the sale never truly ends, but rather marks the beginning of a long-term, client-focused...

Technical Information

  • File Format: PDF
  • File Size: 3.73 MB
  • Pages: 3
  • Language: EN
  • Author: Bill Jeckells
  • Total Downloads: 48
  • Last Updated: 3 weeks ago

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