{"id":9882,"date":"2019-06-17T16:48:51","date_gmt":"2019-06-17T16:48:51","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/5-mistakes-tech-sales-that-could-be-costing-you-millions\/"},"modified":"2023-10-26T17:17:35","modified_gmt":"2023-10-26T17:17:35","slug":"5-mistakes-tech-sales-that-could-be-costing-you-millions","status":"publish","type":"post","link":"https:\/\/sandler.com\/whitepapers\/5-mistakes-tech-sales-that-could-be-costing-you-millions\/","title":{"rendered":"5 Mistakes Tech Sales That Could be Costing You Millions"},"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\/whitepapers\/5-mistakes-tech-sales-that-could-be-costing-you-millions\/#5_Mistakes_Tech_Sales_That_Could_be_Costing_You_Millions\" >5 Mistakes Tech Sales That Could be Costing You Millions<\/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\/whitepapers\/5-mistakes-tech-sales-that-could-be-costing-you-millions\/#GET_THE_GUIDE\" >GET THE GUIDE<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"5_Mistakes_Tech_Sales_That_Could_be_Costing_You_Millions\"><\/span>5 Mistakes Tech Sales That Could be Costing You Millions<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p><strong>DISCOVER<\/strong><\/p>\r\n<p>How to identify the entire solution &amp; scope to ensure all parties are included in the overall positive result<\/p>\r\n<p><strong>QUALIFY<\/strong><\/p>\r\n<p>How to unravel the complex network of decision makers &amp; budget holders before presenting a proposed price<\/p>\r\n<p><strong>CONTROL<\/strong><\/p>\r\n<p>How to work your way up the decision-making ladder to ensure you have first hand knowledge of where you stand<\/p>\r\n<p><strong>Avoid five common tech sales mistakes.<\/strong><\/p>\r\n<p>Tech sales present all kinds of challenges for sales teams, including interfacing with multiple teams during the evaluation and approval stages. This can lead to open-ended dialogues with stalling actions between you and your prospects. Find out how to qualify multiple buyers by asking each person the right questions while keeping your proposal and negotiation on track for sales success.<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"GET_THE_GUIDE\"><\/span><strong>GET THE GUIDE<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Shorten sales cycles and increase close rates.<\/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: \"f13fe872-c5f4-491c-bc52-8cb1078924dd\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>Qualify multiple buyers by asking each person the right questions.<\/p>\n","protected":false},"author":15,"featured_media":9883,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1021],"tags":[1024,1028,1488],"class_list":["post-9882","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-whitepapers","tag-sales","tag-sandler-methodology","tag-white-paper"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 Mistakes Tech Sales That Could be Costing You Millions White Paper | Sales | Sandler Training<\/title>\n<meta name=\"description\" content=\"Download our free white paper to learn how to avoid the top five common tech sales mistakes.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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