Description
Enterprise IT Sales Courses · Comprehensive Version · 10 Modules
Includes Summary Online Cheat-Sheets for the Recap Sessions
The Enterprise IT sales courses provide both foundation courses for those looking to embark on a career, business or activity in Enterprise Technology Field Sales & Enterprise Account Management.
The course also includes a selection of advanced MBA Concepts & Solution Sales Techniques for those looking to progress into high value strategic tech sales roles.
Learning Outcomes
Introduction – Combining sales process, advanced qualification & knowing your customer
Module 1 – How & where to find the business · existing clients & new business
Module 2 – Going beyond standard qualification to get a grip on sales forecast & high probability deals
Module 3 – Research customer & industry, establish credibility, assess degree of fit & maximise selling time
Module 4 – Influence mapping, problems > pain, metrics, exposing key business requirements & gaming customer options
Module 5 – Building business case, mapping solutions to strategic goals & objectives – creating unique value
Module 6 – Replaying findings & discussing viable solutions with key stakeholders; obtain feedback & direction
Module 7 – Marshalling resources to present final proposition to move towards preferred supplier status
Module 8 – Detailed understanding of all customers options & negotiating the best deal beyond feasible alternatives
Module 9 – Aligning customer & internal resources; commit to key dates to close & achieve ROI milestones
Module 10 – Identifying high value opportunities, account penetration & develop customer centric relationships
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
