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Enterprise Technology Sales Course & MBA Learning
Master Professional Sales Execution – Earn 6-Figures
Fast Track Career in Technology Sales
Leading Sales Competencies – Structured Technology Sales Process
How to perform progressive sales activities at each sales stage; non-complex & complex deals
Advanced Sales Qualification – High Value, High Probability Deals
Continually scrutinise opportunities; efficiently allocate resources, sales forecast, advance, close
Understand Customer & Industry – Leading MBA Concepts & Techniques
Avoid analysis paralysis – rapidly evaluate; fundamentals, industry, drivers & macro environment
Play Video about Tech Sales Course
Tech Sales Course Online · Concise Video Tutorials · Gain an Edge Selling Software Solutions & Cloud Services · Learn a Structured Process to Build Capability Managing & Closing $Big Deals · Selling Value & Intended Outcomes · End-to-End IT Sales Framework
Learn Visually Online
Technology Sales Courses
Online Video Tutorials · Recaps · Cheatsheets · Quizzes
Tech Sales Lessons
Ex: Oracle, BT & Canon
Ex: Oracle, BT & Canon
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MBA Concepts & Models
Leading Business Schools
Leading Business Schools
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Core Module & Quizzes
Self-paced Learning
Self-paced Learning
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Sales Training Hours
Incl. Recap & Cheatsheets
Incl. Recap & Cheatsheets
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Comprehensive Technology Sales Course
Covers a Magnitude of Technology Sales Competencies
Individuals
- No reading countless sales books & corporate manuals - focus on what matters
- Leapfrog costly & timely bootcamps including entry level sales jobs
- Bypass studying for an MBA & expensive University degrees - includes relevant MBA learning
- Excel in sales interviews - master sales competencies including advanced qualification
- Overcome being out of your depth at senior level business meetings - strategic selling
- Manage anxiety related to sales pressure & risk of losing job - exceed sales targets
- Fast Track into a highly paid technology sales role - earn 6-figure incomes
Entrepreneurs & Teams
- Differentiate, sell value; compete on valuable gains, experiences & opportunities as outcomes
- Discard time-wasters, low probability opportunities & prospects that are a bad fit
- Execute non-complex & complex deals incl. outcome & solution selling
- Develop your value statement & buyer matrix aligned to pain, needs & priorities
- Strengthen negotiating position by gaming all viable alternatives & consequences
- Understand where & why you'll win - allocate time & resources when you have an edge
- Grow market share - customer acquisition & wallet share - account penetration
Sales Leaders
- Improve revenue attainment ensuring sales team meet their numbers > sell value & TCO
- Avoid expensive sales training programs - develop sales reps efficiently & scale
- Dramatically shorten sales ramp up period for new hires - visual online learning
- Optimise selling time - coach sales to rapidly research & analyse > MBA techniques
- Foster critical & strategic thinking, challenge mindset > establish joint value
- Snap reps out of a bad patch - perform a critical evaluation of what's being overlooked
- Improve learning retention with dedicated recap session, cheatsheets & short quizzes
Learn to
Analyse Customers Strategically - Know Your Customer & Their Alternatives
Gather Intelligence Prior to Engaging - Optimise Selling Time
Improve Business Acumen - Establish High Value Opportunities
Included in Tech Sales Training Course
MBA FINANCE 101
Review & Interpret Annual Reports
Financial Statement Analysis & Key Ratios
Identify Strategic Imperatives
Position Tech as Key Enabler of ⇧Performance
MBA STRATEGY 101
Understand Business Models & Value Chain
Determine Business Strategies
Align to Strategic Goals & Objectives
Sell Intended Outcomes
MBA MARKETING 101
Competitive Analysis
Competitive Positioning & Benchmarking
Create Differentiated Value
Influence Decision Criteria
Synopsis – Sales Framework
Prospecting · Qualification · Initial Evaluation
- Customer Acquisition Process
- Customer Account Structure · Partner Types & Presence
- Market Segmentation & Ideal Customer Profile
- Demand Generation - Targeted Marketing
- Finding Opportunities; Inbound, Outbound & Field
- Composition of Sales Revenues · Customer Groups
- Critical Assessment of Qualification Methodologies
- Why Advanced & Continuous Qualification?
- Sales Methods - Non-Complex & Complex Deals
- Pragmatic & Efficient Customer Research & Analysis
- Reviewing Annual Reports · Strategic Imperatives
- Financial Statements · P&L · Balance · Cash · Key Ratios
- Understanding Strategic Intent - Goals, Objectives, KPIs
- Industry & Business Drivers - Why Buy Anything?
- Initial Evaluation - Engagement to Assess Degree of Fit
Discovery · Analysis · Value Proposition
- Decision Process · Decision Criteria · KPIs
- Probing Needs, Change Drivers, Inhibitors, Enablement
- Competitive Situation incl. Status Quo aka Inertia
- Key Influence Mapping · Coverage - Virtual Team
- Completing Buyer Matrix
- Identifying, Indicating & Implicating Pain · Metrics
- Business Case - Data Capture
- Solution Mapping > Value Creation > Intended Outcomes
- How & Where to Differentiate · Testing Uniqueness
- Business Results & Personal Wins - Tailoring Value
- Competitive Analysis & Decision Criteria · Benchmarking
- Developing Business Case · Quantifiable Value · ROI
- Navigating Complexity · Red Flags · Covering all Bases
- References · Proof · Tangibles · Intangibles
- Qualifying & Arming Champion with Compelling Evidence
Negotiation Planning · Close Plan · Deployment Plan
- Mapping Consequences of No Deal
- Identifying, Validating & Evaluating Customer BATNAs
- Impact of Price Increases & Discounts on Sales
- Validating & Creating Joint Value
- Covering All Bases · Win Win Outcomes
- Visual Close Plan · Mapping Resources, Actions, Dates
- Deployment Plan · Milestones · Resources · ROI
- Customer Success · Reference · Minimise Churn · Expand
Account Management · Planning · Strategy
- Analysis; Market, Industry, Customer, SBUs & Incumbents
- Market Opportunity · Industry Drivers · Business Drivers
- Segmentation, Profiling, Mapping, Targeting, Investment
- Install-base; Renewals, Upgrades, Whitespace, Enterprise
- Understanding Competitor Strategies & Future Intent
- Competitive Landscape & Predicting Response
- Penetrate; Must Win, Defend, Long-term, Resources
- Account Plans & Sales Planning; Goals, MBOs & KPIs
