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Five Mistakes in Technology Sales That Could Be Costing You Millions
Most technology salespeople rush the proposal stage without doing due diligence along the way to ensure success. Are you missing opportunities to shorten the sales cycle, increase close rates, and open doors to the actual decision makers?
In Our Clients' Own Words
Mike Philipps, Vice President, Market Development for Cemex, U.S.
Industry: Manufacturing, Building Materials
Changing behaviors over time with ongoing reinforcement was important to Philipps. He says that, “Sandler was great about giving us ways to keep the training constantly in front of our sales team,” with everything from monthly webinars to the daily resources of Sandler Online. “All of a sudden, we started hearing words from our Sandler training used in our conversations such as ‘up-front contract,’ ‘pain’ and ‘bonding and rapport.’ That’s when we knew the training was becoming part of our company’s DNA.”