Selling Technology The Sandler Way

Table of Contents

Selling Technology the Sandler Way

Finding technical solutions that win long-term business relationships.

Technology sales presents unique selling challenges that require unique solutions

This book offers sales teams tasked with selling technical solutions a proven program for success. Learn how to identify the most pressing business problem that their tool, application, or platform solves—and how to create a joint project plan that delivers value for both buyer and seller.

Rich Chiarello

Rich Chiarello has over 25 years of business development, management, and training experience, plus extensive experience in expanding domestic companies and global business teams. He has successfully led the turn-around of many companies and the commercialization of products and services across North America, Japan, Europe and Australia. He has outstanding expertise in developing unique sales and marketing strategies for both new and mature product portfolios and has led the revitalization of numerous sales organizations.

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A proven process for success.

Start learning how to quickly and efficiently qualify and maximize business opportunities in the IT sector.

Sometimes the biggest competitor for the sale can be the status quo.

Learn how to improve communication, shorten sales cycles and avoid ‘unpaid consulting.
Increase average deal size with clients, without whittling away at margins.
Win buy-in from multiple stakeholders in an organization to efficiently get a buying decision.

BUY THE BOOK

In SELLING TECHNOLOGY THE SANDLER WAY, Rich Chiarello offers sales teams tasked with selling technical solutions a proven program for success, based on the Sandler Selling System. He shows salespeople how to identify the most pressing business problem that their tool, application, or platform solves – and how to create a joint project plan that delivers value for both buyer and seller.