Technology Sales Qualification Course · Module 2

Technology Sales Qualification Course

The Technology Sales 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 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.

Advanced Tech Sales Qualification covers the following areas:

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.