Technology Sales Prospecting Course · Module 1

 

Technology Sales Prospecting Course - Business Development

The Technology Sales Prospecting Course is the first module in the Technology Sales Course.

It is essential that technology sales professionals understand all available channels that are utilised in demand generation with a view to determining where best to allocate time and resources in pursuit of high value, high probability sales opportunities.



What students will learn in this course?

1. Understand the customer acquisition process; research, identify suspects to target, engage prospects to find leads & develop opportunities into paying customers

2. How enterprise accounts & sales teams are structured; vertical named accounts, horizontal sales territories, partner groups, goto market teams & hybrid sales

3. Market opportunity & segmentation; create ideal customer profile to identify high probability suspects, target with campaigns generating referrals & sales leads

4. Demand generation activities; targeted marketing, inbound, proactive outbound calls - SDRs, E-mail campaigns, field sales business development, ANSOFF Matrix

5. Review historical data; categorise the revenue, composition of products & services, average deal size, length of sales cycle, direct vs partner, win-loss ratio



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 various sales prospecting & business development activities



Additional Information

Tech sales prospecting is the driving force behind successful lead generation in the customer acquisition process when selling technology in a B2B environment. Successful organisations combine; Inbound Marketing Response to handle inbound enquiries; Sales Development Reps (SDRs) run outbound campaigns with follow up calls; Field Sales Reps can add value by coaching internal teams to help tailor key marketing messages that optimise and improve results in their vertical or sales region in addition to taking ownership and responsibility for identifying and developing higher value strategic opportunities within their set of accounts or sales territory.

The Tech Sales Prospecting Course covers; Customer Acquisition Process, Account Structure & Partners, Sales Structures, Segmentation & Ideal Customer Profile, Targeted Marketing - Demand Generation, Inbound Marketing, Composing E-Mails for Campaigns, Outbound Calls, Lead Generation, Field Sales Outreach, ANSOFF Matrix, Customer Groups, Historical Data, Greenfield & Whitespace Analysis and Finding High Value Strategic Opportunities including partnering in leading System Integrators.



Subscribe to Youtube Channel

Learn Technology Sales