Technology Sales Qualification Course · Module 2

Technology Sales Advanced Qualification Course

The Technology Sales Advanced Qualification Course is the second module in the Technology Sales Course.

Most technology sales qualification methodologies are decades old and fall short of capturing valuable information to help you stay in control in complex & dynamic environments. Basic qualification methods can be used reasonably well on initial sales lead qualification and non-complex deals i.e. transactional in nature. However, once you move into higher value technology solution based deals, where you are selling across different lines of business to key stakeholders (Decision Makers, Economic Buyer, Key Influencers, Technical Buyers, User Buyers, Procurement etc.), then the situation becomes very cloudy.

This is where an advanced qualification methodology is crucial in assisting technology sales professionals to stay in control. It's important to ask the right questions, covering off the key stakeholders whilst gaining access to important information to make a more informed judgement as to whether you stay in the opportunity adding more time and resources or qualify out to focus your efforts elsewhere and avoid opportunity cost.



What students will learn in this course?

1. Understand the main sales qualification methodologies including the pros, cons, gaps & limitations

2. Determine when to use basic qualification upfront including on non-complex lower value sales vs advanced qualification on more complex & higher value sales

3. Recognise different types of sales methods; selling to the install base, transactional sales, differentiated value selling & outcome selling

4. How to approach different types of sales and apply the correct methodology based upon the value and level of complexity including new business vs selling to the install base

5. Why it is better to qualify out early or part way through the sales process, rather than continuing to waste valuable time and resources on low probability sales or where you are unable to access key stakeholders or certain data points



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 - Advanced Tech Sales Qualification Course

i. Critical evaluation of the leading tech sales qualification methods highlighting the pros, cons & gaps and why you need to use an advanced sales lead qualification methodology for high value and complex deals helping you to stay in control, allocate time & resources more efficiently making sure that you are covering all of the bases to get an accurate assessment on the state of play to keep you in the high probability opportunities, discarding the duds & time wasters.

ii. Understanding the required resources & capabilities in order to progress the sale.

iii. Breakdown of non-complex and complex deal types including the different sales approaches as; the incumbent provider, transactional tech deals, technology solution deals and outcome selling for XaaS deals.



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