Technology Sales Customer Research Course · Module 3

Technology Sales Customer Research Course

The Technology Sales Customer Research Course is the third module in the Technology Sales Course.



What students will learn in this course?

1. Why it is important to perform an initial evaluation & research background information prior to engaging with sales prospects and customers

2. How to research the customer, their industry and assess the degree of fit for your own organisation

3. Researching simple basic background information vs detailed research & analysis to break down a customer's industry and business

4. Introduction to financial statements and key ratios to help evaluate the financial performance & health of a business

5. How to efficiently review an annual report including key items that you need to look out for to help you determine the outlook and risks for the business including how this potentially translates into sales opportunities for your own 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 - Advanced Tech Sales Qualification Course

Performing an Initial Evaluation is one of the most important steps in the sales process to avoid wasting valuable time and resources on prospects that are a poor fit. This is a preliminary step in the technology sales process to help assess the potential degree of fit between the prospect; their industry, vision, strategy, financials, business drivers and ideally their existing environment (CRM data etc.) and your resources, capabilities and solution offering including relevant industry experience as a potential solution provider.

Sales professionals need to gather background information on the customer and their industry prior to embarking on a discovery sales call. Understanding the customer's business upfront is an important step in establishing credibility with the prospect and it also allows more time to focus on the problems, challenges and pain instead of wasting valuable sales time gathering key facts that are available prior to sales discovery.

Included in the Tech Sales Customer Research Course; rapid and efficient customer research & analysis, financial statement analysis (how to read & interpret the income statement, balance sheet, cashflow statement, applying key ratios), reviewing the annual report, working examples (10K & IFRS), strategic analysis using MBA concepts & techniques to understand key fundamentals.



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