Technology Sales Discovery Course · Module 4

 

Technology Sales Discovery Course

The Technology Sales Discovery Course is the fourth module in the Technology Sales Course.

Tech sales discovery & analysis is a key part of the sales process to uncover and develop customer needs. More time and resources are required when you are selling technology solutions and higher value based deals vs lower value & simple transactional deals.



What students will learn in this course?

1. How to prepare, engage, discover & analyse findings

2. Key influence mapping, stakeholders and working through the buyer matrix

3. Uncovering problems, exploring pain in detail including consequences on the business including who and what is implicated - discovery mapping. Focusing on key metrics & KPIs. Data capture to help build the business case.

4. Understanding business drivers, strategic goals & objectives & key business requirements including solution mapping.

5. Competitive analysis, differentiation and strategic positioning. Customer analysis including stakeholder mapping; business results & personal wins.



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 - Tech Sales Discovery Course

Sales discovery can be a simple sales call to capture key requirements for lower value, transactional deals. However, technology sales professionals need to gain commitment upfront in order to perform discovery & analysis in complex, strategic situations as this requires more time and resources to cover off key stakeholders. It is important to get decision maker buy-in to avoid the prospect losing patience. Simplifying complexity is essential to help minimise uncertainty and risk of change that can lead to no decision / inertia. Lack of discovery & analysis will likely result in being unable to capture the relevant information in order to produce a compelling business case / ROI model in addition to overlooking key aspects of the customer's needs and the bigger picture.

Discovery is an ongoing process as you are usually working in a dynamic environment where new information comes to light as you move through the sales process and become more aware of competitor influence and stakeholder bias.

The Tech Sales Discovery Course covers; business drivers, decision making unit, key influence mapping, decision making process, understanding the existing environment & status quo and available options to the customer, uncovering problems & pain, indicating & implicating pain (metrics / KPIs), completing the buyer matrix - establishing desired outcomes & KPIs, business results & personal wins, data capture for ROI modelling, project scope, example company scenario, discovery mapping & decision criteria, competitive analysis & positioning, traps, customer analysis & stakeholder analysis.



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