Selling Technology the Sandler Way: Finding Technical Solutions That Win Long-Term Business Relationships

You must find a big problem within a big account in order to extract big dollars 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.