• Selling Technology the Sandler Way

  • Finding Technical Solutions That Win Long-Term Business Relationships
  • By: Rich Chiarello
  • Narrated by: Sean Pratt
  • Length: 3 hrs and 3 mins
  • 4.6 out of 5 stars (74 ratings)

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Publisher's Summary

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.

©2015 Sandler Systems, Inc. (P)2018 Gildan Media

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What listeners say about Selling Technology the Sandler Way

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Rookie or Veteran - this is a fast must-read

Whether you’re just getting started and want to understand the basics of qualifying and running a sales cycle, or you’ve been in the field for a while and want some quick reminders on key aspects we often overlook - this book is money. Read it in a single morning before the work day and put the tactics to use in the same afternoon. Great stuff Sandler

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Tried and true sales knowledge here

This is an excellent book for anyone selling SaaS. There are a lot of Cole's notes about selling but this book goes deep into what a good sales process looks like. Very well paced too so you're engaged throughout. A testament to the knowledge within.

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Back to basics

As always Sandler methods prove to be more valuable than the cost of the lesson. The narration is great and the way they pull standard question-based selling into the age of technology is brilliant.

Great read/listen and a good one to keep in mind when selling.

Enjoy

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Profile Image for Duncan Gledhill
  • Duncan Gledhill
  • 07-16-20

Great listen

I know of Sandler and have been selling tech for years but found this listen quite interesting. Whilst there are a few obvious things discussed there are some newer things and it's always nice to get some fresh persepctive. I particularly like the bit "If you never called another prospect in your pipeline how many would pick up the phone to call you? The deal has to work both ways, the prospect must want it as badly as you, if not you will always be chasing" it was not in those words but I guess that is what he mean't.

As a result I have changed something recently around the types of questions i am asking a prospect. I am trying to find out how badly they want the deal.

Eitherway, a good listen and not too long.

1 person found this helpful