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Technology Sales Discovery Course - Module 4 out of 10 Modules



Contributes Towards Final Certificate of Achievement upon Completion of Full Technology Sales Course - 10 Modules

£49.00
 

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.

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.

Course Curriculum

    • Module 4.1 – Discovery Planning · Key Influence Maps · Pain · Results · Wins 00:55:00
    • Module 4.2 – Example Scenario · Discovery Mapping · Decision Criteria · Competitive Ranking 00:39:00
    • Module 4.3 – Value Chain Analysis · VRINE – Differentiation · SWOT Analysis 00:21:00
    • Module 4.4 – Discovery & Analysis Recap Session · Cheatsheets 00:21:00
    • Quiz – Module 4 00:14:00

Contact: info@techsalesinsights.com

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