Technology Sales Creating Value Proposition Course · Module 5

Technology Sales Creating Value Proposition Course

The Technology Sales Creating Value Proposition Course is the fifth module in the Technology Sales Course.

Creating a unique value proposition in line with the customer's decision criteria and intended outcomes is central to selling technology solutions into Enterprise Accounts.



What students will learn in this course?

1. Implicating pain on business & individuals, exposing metrics & linking back to decision criteria, aligning to customer strategy & vision - mapping solutions to key business requirements

2. Building the business case; quantifying implications, exceeding decision criteria, impact on business drivers - solution value; gains, reductions, experiences, opportunities, solution investment; TCO, ROI, risks

3. Where you are highly differentiated and inimitable & how this creates unique value in helping customers achieve their intended outcomes

4. Supporting documents, white papers, industry analysts, experience, resources, capabilities, case studies, reference visits, demos, deal with & cap any POCs

5. Tailoring your value proposition & differentiators to key stakeholder roles & buyer matrix i.e. addressing their business needs & personal wants in their part of the organisation



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 - Creating Value Proposition Course

Technology sales professionals will usually work with virtual team members; solution overlay, sales engineers etc. to review and analyse all of the data that has been captured as part of the initial evaluation and discovery process. It is imperative that you have a clear understanding of the status quo and alternative options that are available to the customer to help create a unique value proposition supported by a compelling business case with ROI, TCO and proof in the form of customer data around their existing environment and references / case studies.

The Tech Sales Creating Value Proposition Course covers; reviewing discovery data on their existing environment / business processes, developing the business case /ROI model, TCO, key metrics), aligning to the decision criteria, differentiation, quantifying tangible & intangible benefits, reviewing the customer's alternative options, measurable value, impact on business drivers & intended outcomes (business results & personal wins) and proof i.e. references & case studies.



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