Description
Learn Tech Sales · Summary Version
Includes Online Summary Cheat-Sheets for the Full Technology Sales Course
This course is a summary Recap Session providing a Fast Track to Learn Tech Sales for those looking to embark on a career, business or activity in Enterprise Technology Field Sales & Enterprise Technology Account Management.
The course also includes a selection of advanced MBA & Solution Sales Techniques in a summary format.
Please note Summary Version is a high level overview – please enrol on Full Version for detailed explanations
Learning Outcomes
Introduction – Combining sales process, advanced qualification & knowing your customer
Stage 1 – Over 50 examples of how & where to find the business · existing clients & new business
Stage 2 – 60 prompts to qualify & scrutinise complex higher value deals · Advanced sales qualification
Stage 3 – 12 key areas to gather customer & industry background establishing credibility & max selling time
Stage 4 – More than 20 examples of prevalent business drivers exposing why Enterprises buy Tech Solutions
Stage 5 – Excess of 15 considerations to focus on to build a business case & create a unique value proposition
Stage 6 – 15 areas to cover off when replaying findings & discussing viable solutions with key stakeholders
Stage 7 – 15 point checklist to marshal resources & present final proposition, moving towards preferred supplier
Stage 8 – Over 20 key areas to assist in negotiation planning of customers options to position the winning deal
Stage 9 – >15 areas to develop a close & deploy plan · Close in line with forecast & achieve ROI milestones
Stage 10 – 40 plus Account Manage / MBA; frameworks, concepts & techniques to develop high value deals
Level: Foundation · Entry to Mid Level · Enterprise Technology Field Sales / Account Management Role
Please verify your existing sales experience to ensure that this entry to mid level Strategic Enterprise IT Sales Course is relevant for your needs and aspirations based upon your existing sales skills and work experience.
Students should have had some exposure around B2B sales to be able to understand how Enterprises function in terms of day to day business operations.
Target Audience
Inbound Marketing Rep – progress into Enterprise Tech Field Sales / Account Management
Sales Development Rep – progress into Enterprise Tech Field Sales / Account Management
Internal Technology Sales Rep – progress into Enterprise Tech Field Sales / Account Management
Internal Technology Account Executive – progress into Enterprise Tech Field Sales / Account Management
Internal Technology Account Manager – progress into Enterprise Tech Field Sales / Account Management
Internal Technology Solution Sales – progress into Enterprise Tech Field Sales / Account Management
Internal Technology Channel Manager – progress into Enterprise Tech Field Sales / Account Management
SME Tech Field Sales Rep – progress into Enterprise Technology Field Sales / Account Management
SME Tech Field Account Executive – progress into Enterprise Tech Field Sales / Account Management
SME Tech Field Account Manager – progress into Enterprise Tech Field Sales / Account Management
Enterprise Tech Field Account Manager – refresh skills Enterprise Tech Field Sales / Account Management
Sales Operations – activities & sales process of Enterprise Tech Field Sales / Account Management
SMB Tech Managers – activities & sales process of Enterprise Tech Field Sales / Account Management
Solution Consultant / Sales Engineers – entry to mid level to gain knowledge of Enterprise Tech Sales Process
Recruitment Tech Sales – entry to mid level to gain knowledge of Enterprise Technology Sales Process
