Technology Sales Confirming Value Proposition Course · Module 6

Technology Sales Confirming Value Proposition Course

The Technology Sales Confirming Value Proposition Course is the sixth module in the Technology Sales Course.

Prior to submitting or presenting the final value proposition, it's important to obtain customer feedback on both the data captured during the discovery process (as this will likely be from multiple sources affecting different parts of the organisation) and also viable solution options that are available to the prospect / customer to help solve their business problems and / or achieve specific outcomes.



What students will learn in this course?

1. Follow-up briefings; re-engage with key stakeholders including the Economic Buyer to discuss metrics & set expectations. Discuss discovery analysis including; decision criteria, demos, technical workshops, reference calls / visits & eliminate Red Flags

2. Review discovery; pain, problems, impact on business & future plans. Replay negative consequences & implications of pain, demonstrate understanding of KBRs & outcomes - reaffirm business processes, what / whom is impacted & where - metrics.

3. Change & solutions. Challenge decision criteria & assess feedback. Process for change enablement? What’s realistic & achievable in specific timescales on decision criteria, solution impact, value & options, price condition & why buy your unique solution?

4. Clarify / reaffirm decision process i.e. any changes, gain commitment to advance sale, initiate paper process in background - standard SLA as starting point, status of technical validation, sequence of events & key dates to advance.

5. Arm champion to sell on your behalf in your absence & cover off red flags.



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 Confirming Value Proposition Course

If you have not reached the Economic Buyer prior to this stage, then now is the time to engage with them and bring them up to speed on the situation, problems, challenges, pain, key metrics etc. otherwise you risk wasting additional time and resources on further sales efforts that will likely lead to a road to nowhere if the Economic buyer decides to block funds at a later date.

The Tech Sales Confirming Value Proposition Course covers; validating the value proposition, solution options, Economic Buyer & their metrics, feedback & direction, commitment to advance and fine tuning the proposal into a final version that can be presented to the key stakeholders.



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