Technology Sales Account Management Course · Module 10

Technology Sales Account Management Course

The Technology Sales Account Management Course is the tenth module in the Technology Sales Course.

How and where to find strategic sales opportunities within Enterprise accounts.

Technology sales professionals need to work towards Enterprise value, building long term customer relationships to develop trusted advisor status.



What students will learn in this course?

1. Customer orientated relationship - joint value

2. Business relationships and key account management models

3. Market intelligence; segmentation & profiling, prioritise those that can be best served with joint value; shared vision, defined strategy & $$ opportunities

4. How to develop Account plans for key customers; structure & components

5. Essential account management planning tools, models & frameworks to research and analyse where to allocate time & resources in pursuit of high value opportunities & customer lifetime value

6. Sales planning; opportunity management, customer success, quarterly business reviews & personal focus to help achieve sales targets and management objectives



What are the requirements or prerequisites for taking this course?

a. Business acumen through corporate experience, running your own business or via business / marketing related studies

b. Ideally some experience in sales or marketing roles in a B2B sales environment or a keen desire to embark on a career in a Technology sales related role and willing to put in the additional effort to learn



Who is this course for?

i. New entrants looking to break into B2B Enterprise Technology sales looking to work in sales roles; inbound marketing, sales development reps - SDRs, account executives, technology sales reps, account managers

ii. Already in the early stages of your career in a Tech sales role and you're looking to progress & develop new skills to identify high value, high probability opportunities to close big deals or you're in the need of sales a refresher to help overcome a bad patch re. achieving targets

iii. Small to medium sized businesses looking to train employees using an efficient model

iv. Start-up businesses & entrepreneurs that are new to technology sales and want to understand how Big Technology companies focus their sales teams on advanced sales qualification methods



Additional Information - Technology Sales Account Management Course

The Tech Sales Account Management Course provides sales training in the following areas; market opportunity, white space analysis, account penetration, strategic business unit analysis, key account management models, customer success & quarterly business reviews, sales planning (account planning, territory planning), competitive strategy, developing migration paths & enterprise deals.



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