{"id":10307,"date":"2017-06-23T17:37:02","date_gmt":"2017-06-23T17:37:02","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/selling-technology\/"},"modified":"2023-10-26T16:44:26","modified_gmt":"2023-10-26T16:44:26","slug":"selling-technology","status":"publish","type":"post","link":"https:\/\/sandler.com\/sandler-books\/selling-technology\/","title":{"rendered":"Selling Technology The Sandler Way"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/sandler-books\/selling-technology\/#Selling_Technology_the_Sandler_Way\" >Selling Technology the Sandler Way<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/sandler-books\/selling-technology\/#BUY_THE_BOOK\" >BUY THE BOOK<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/sandler-books\/selling-technology\/#GRAB_YOUR_FREE_SAMPLE_CHAPTER\" >GRAB YOUR FREE SAMPLE CHAPTER<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"Selling_Technology_the_Sandler_Way\"><\/span>Selling Technology the Sandler Way<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p>Finding technical solutions that win long-term business relationships.<\/p>\r\n<p><strong>Technology sales presents unique selling challenges that require unique solutions<\/strong><\/p>\r\n<p>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\u2014and how to create a joint project plan that delivers value for both buyer and seller.<\/p>\r\n<p>&nbsp;<\/p>\r\n<p><strong>Rich Chiarello<\/strong><\/p>\r\n<p>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.<\/p>\r\n<p><strong><a href=\"https:\/\/www.linkedin.com\/in\/richchiarello\/\" target=\"_blank\" rel=\"noopener noreferrer\">LinkedIn<\/a><\/strong><\/p>\r\n<p><strong>A proven process for success.<\/strong><\/p>\r\n<p>Start learning how to quickly and efficiently qualify and maximize business opportunities in the IT sector.<\/p>\r\n<p>Sometimes the biggest competitor for the sale can be the status quo.<\/p>\r\n<ul>\r\n<li>Learn how to improve communication, shorten sales cycles and avoid &#8216;unpaid consulting.<\/li>\r\n<li>Increase average deal size with clients, without whittling away at margins.<\/li>\r\n<li>Win buy-in from multiple stakeholders in an organization to efficiently get a buying decision.<\/li>\r\n<\/ul>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"BUY_THE_BOOK\"><\/span><a href=\"https:\/\/www.amazon.com\/gp\/product\/0983261598\" target=\"_blank\" rel=\"noopener\"><strong>BUY THE BOOK<\/strong><\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>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 \u2013 and how to create a joint project plan that delivers value for both buyer and seller.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"GRAB_YOUR_FREE_SAMPLE_CHAPTER\"><\/span><strong>GRAB YOUR FREE SAMPLE CHAPTER<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Break the performance code.<\/p>\r\n<p><em>We will email you instructions on how to access your content and other important information.<\/em><\/p>\r\n<script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script>\r\n<script>\r\n  hbspt.forms.create({\r\n    region: \"na1\",\r\n    portalId: \"21604003\",\r\n    formId: \"e910e1dd-65c1-48c2-bd1c-43465d019159\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>Identify the most pressing business problem that your tool, application, or platform solves.<\/p>\n","protected":false},"author":143,"featured_media":10028,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1045],"tags":[1482,1024],"class_list":["post-10307","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sandler-books","tag-book","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Selling Technology the Sandler Way | Win Long-Term Business Relationships | Sandler Training<\/title>\n<meta name=\"description\" content=\"This book offers sales teams tasked with selling technical solutions a proven program for success.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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