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b"In this episode of Tech Sales Insights, Steve Hershkowitz, the CRO of Virtana Corp., explores the key elements of a thriving company culture, including the importance of helping one another and building a sustainable business. Randy and Steve also delve into the significance of effective sales and business presentations, emphasizing the need for thorough research and understanding of the customer's business. Steve shares valuable insights on best practices, the role of presentations in establishing business fit, and the power of internal and external communication in preparing for successful presentations.\\n\\n\\nINSIGHTS OF THE DAY\\n\\n\\nUnderstanding the Customer's Business, Vendor Trap - Steve: \\u201cCustomers are swarmed by salespeople who don't put in the time, energy or effort to really understand the business of the customer's business. And then when you don't understand the business of the customer's business, you get relegated to gatekeepers and to evaluators and to folks that want to sort of put you into a box or a position.\\n\\n\\nOne of the sales traders I worked with many years ago wrote a book called Beyond Selling Value, and he talks about the vendor trap. Okay. And the vendor trap is a place that's really hard to fight your way at. And so I think business presentations are important, not just for closing deals\\u201d\\n\\n\\n\\n\\nFind out more about Steve Hershkowitz in the link below:\\nLinkedIn: https://www.linkedin.com/in/steve-hersh/\\n \\nThis episode of Tech Sales Insights is brought to you by: \\nSales Community: https://www.salescommunity.com/\\nSandler: https://www.sandler.com/"