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.

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.