Technology Sales Presenting Value Proposition Course · Module 7

Technology Sales Presenting Value Proposition Course

The Technology Sales Presenting Value Proposition Course is the seventh module in the Technology Sales Course.
As you move towards the later stages of the sales process, you need to be able to communicate your findings from the discovery work and your value proposition to the key stakeholders.



What students will learn in this course?

1. Proposal & business case; core components of a formal proposal, impact on the business in terms of outcomes aligned to strategic goals & objectives, financial logic etc.

2. Presentation; preparation & planning; audience & event, objectives & content, resources, roles & responsibilities - aligning to goals, exceeding Decision Criteria, unique value and lowest risk option

3. Demo solution; tailored to specification & audience, overcome & set traps, avoid or cap POCs. Gain commitment to next steps

4. References; relevant & specific with quantifiable measurable value. Key learning points & what can you teach in terms of valuable areas to focus on - think Challenger sales role



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 - Presenting Value Proposition Course

This is your final opportunity to demonstrate that you understand the customer's business including the; challenges, problems, pain and desired outcomes that the customer is looking to achieve e.g. alignment with decision criteria, metrics around increased performance, exceeding specific KPIs, impact on business drivers, achieving strategic imperatives, unique value etc.

The Tech Sales Presenting Value Proposition Course covers; format, re-implicating pain, status quo in metric terms, impact on attainment of specific strategic goals, objectives, business drivers & KPIs and how your value proposition resolves & overcomes these key issues, differentiation, business results, personal wins, upfront investment / payment plan, ROI & proof; business case, references etc.



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