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.
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.