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IT Sales Crash Course - Summary of the Full Enterprise Technology Sales Course

How to Sell Technology - Recap Session includes summary overviews of the cheat-sheets that are already included as part of the Full Enterprise Tech Sales Course.

The Recap Session is a 2-hour Technology Sales Course on How to Sell Technology in Enterprise Accounts. It covers IT Sales Process, Advanced Sales Lead Qualification to manage high value deals throughout the sales process, ensuring that you cover all of the bases and stay in control and a summary of MBA models & frameworks to rapidly evaluate customers and their industries.

This is an ideal Tech Sales Course for those looking to embark on a career in Technology Sales, preparation for an IT Sales job interview, a refresher course if you are being challenged with a new sales territory, Enterprise account list or an overwhelming sales target and you want to get back to a structured approach on how to sell Enterprise Technology or new startups that need to access technology sales training at an affordable price. Volume discounts are available for teams or groups. Please E-mail with a note of your requirements.

The summary cheat-sheets covered in the Enterprise Tech Sales Course - Recap Session will provide a solid framework to understand, develop and enhance IT Sales Process, Advanced Sales Lead Qualification and understand methods and concepts of how to rapidly evaluate customers and industries. The aim of the Recap Session is to move at a relatively fast pace, therefore it does require some basic knowledge of working in the B2B environment to be able to quickly grasp some of the challenges and objectives associated with day to day business operations.

Please Note: There is no Certificate of Achievement for the Recap Session. If you require a Certificate of Achievement and more in depth, detailed explanations of How to Sell Technology, then please enrol and complete the Full Version of the Technology Sales Course.

Course Curriculum

    • Introduction; Adaptable Sales Process & Continuous Qualification Methodology 00:10:00
    • Demand Generation; Marketing, Prospecting, Inbound, Outbound, Ad-Hoc 00:12:00
    • Qualify Leads; Capturing Min. Basic Info. Methods, Approaches, Buyer Terminology 00:24:00
    • Initial Evaluation; Researching Background Info. Customer & Industry Analysis 00:08:00
    • Discovery & Analysis; Business Drivers, Pain, Impact, Criteria, Scope, Buying Centre 00:14:00
    • Creating Value Proposition; Aligning Goals & Outcomes, Unique Value, ROI, Win-Results 00:11:00
    • Confirming Value Proposition; Reaffirm Understanding, Solution Options, Fine Tune 00:06:00
    • Presenting Final Value Proposition; All Understand Pain, Metrics & Final Solution 00:07:00
    • Negotiation Planning; C/BATNA, Wish-Lists, Trade-Offs, Pricing Options, Win-Win 00:11:00
    • Close & Deployment Plan; Resources, Roles & Responsibilities, Deliverables, Milestones 00:06:00
    • Account Management; Intelligence, Segmentation, Planning, Resources, Execution, QBR 00:15:00


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