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Dr. James V. Green
With tens of thousands of jobs in technology sales available, this is a rapidly emerging opportunity that needs sharp people to make critical connections between technical solutions and technical buyers, company owners, and decision-makers. The rapid growth in artificial intelligence, blockchain, cloud computing, cyber security, Internet of Things, and more requires effective sales professionals to help bring these products and services to market.
Read more
With tens of thousands of jobs in technology sales available, this is a rapidly emerging opportunity that needs sharp people to make critical connections between technical solutions and technical buyers, company owners, and decision-makers. The rapid growth in artificial intelligence, blockchain, cloud computing, cyber security, Internet of Things, and more requires effective sales professionals to help bring these products and services to market.
Read more
With tens of thousands of jobs in technology sales available, this is a rapidly emerging opportunity that needs sharp people to make critical connections between technical solutions and technical buyers, company owners, and decision-makers. The rapid growth in artificial intelligence, blockchain, cloud computing, cyber security, Internet of Things, and more requires effective sales professionals to help bring these products and services to market.
Imagine helping transform an industry of business customers from traditional computers and large on-premise storage rooms littered with vulnerabilities and cyber threats to technologically advanced, low-cost, scalable technology and proven secure environments. With expert-led training and practice in this course, you’ll have the opportunity to confidently drive revenue for your employer and your customers.
Register for this course and see more details by visiting:
OpenCourser.com/course/1c7kqj/fundamentals
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What's inside
Syllabus
Introduction to the Fundamentals of Technology Sales
Get acquainted with the learning experience and course format, meet the faculty, and connect with classmates from across the globe.
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Syllabus
Introduction to the Fundamentals of Technology Sales
Get acquainted with the learning experience and course format, meet the faculty, and connect with classmates from across the globe.
Read more
Traffic lights
Traffic lights
Read about what's good
what should give you pause and
possible dealbreakers
Course instructors are Drs. James V. Green, who are recognized for their work in technology sales
Teaches learners about new technologies such as AI, blockchain, cloud computing, and cyber security
Provides a strong foundation in the fundamentals of technology sales
Covers the sales pipeline, closing deals, and sales forecasting
Teaches learners how to assess customer needs and propose solutions accordingly
Explores the role of technology in technology sales, providing learners with a comprehensive understanding of the industry
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Reviews summary
Foundations of tech sales excellence
According to students, this course offers a solid foundation in the dynamic field of technology sales, particularly for newcomers. Learners found the explanation of the four-step sales process to be clear and directly applicable. Many appreciated the insights into emerging technologies like cloud computing and cybersecurity, noting its relevance to today's market. The course is seen as highly practical, helping them understand prospecting, needs assessment, and closing strategies. Some learners, especially those with prior sales experience, indicated that parts of the content felt introductory, suggesting a desire for more advanced tactics or hands-on case studies specific to complex tech sales scenarios.
Highly suitable for those new to or transitioning into tech sales.
"I found this course to be an excellent starting point for understanding technology sales."
"It's truly a 'fundamentals' course, great for getting started if you have no prior tech sales background."
"The material is presented in an accessible way for someone new to the field."
Highlights modern tech trends relevant to sales professionals.
"The content on cloud computing and cybersecurity trends was really helpful for understanding the market."
"This course helped me frame technology solutions for business decision-makers. It’s highly relevant for today's market."
"I appreciated learning how emerging technologies create opportunities for sales."
Provides a clear and applicable four-step sales framework.
"As someone new to tech sales, this course provided an excellent foundation. The four-step sales process was explained clearly and I can already apply it."
"I gained a practical understanding of prospecting, assessing customer needs, and proposing solutions."
"The concepts on sales pipeline management and closing deals were well-structured and highly useful."
Could benefit from more hands-on activities and advanced scenarios.
"Good overview, but I wished for more hands-on scenarios or case studies to practice applying the concepts."
"For someone with prior sales experience, much of this was basic review. I was hoping for more advanced strategies."
"I feel the emerging technologies section could have gone into more depth or provided more specific examples."
Activities
Be better prepared
before
your course. Deepen your understanding
during
and
after
it. Supplement your coursework and achieve mastery of the topics covered
in Fundamentals of Technology Sales with these
activities:
Review the basics of technology and sales
Show steps
This will help you refresh your understanding of the key concepts and terminology used in technology sales.
Show steps
-
Review your notes from previous courses or textbooks on technology and sales.
-
Take practice quizzes or tests to assess your knowledge.
-
Identify areas where you need additional review.
Watch videos on technology sales techniques
Show steps
This will help you stay up-to-date on the latest sales techniques and best practices.
Browse courses on
Sales Techniques
Show steps
-
Search for videos on technology sales techniques on YouTube or other video platforms.
-
Watch the videos and take notes on the key takeaways.
-
Apply the techniques you learn to your own sales process.
Read 'The Sales Acceleration Formula' by Mark Roberge
Show steps
This book provides a step-by-step framework for building a high-performing sales team.
View
The Sales Acceleration Formula: Using Data,...
on Amazon
Show steps
-
Read the book and take notes on the key concepts.
-
Identify areas where you can apply the concepts to your own sales process.
-
Discuss the book with your colleagues or a mentor.
One other activity
Expand to see all activities and additional details
Show all four activities
Practice cold calling and email outreach
Show steps
This will help you develop your communication and persuasion skills, and learn how to generate leads.
Show steps
-
Create a list of potential leads.
-
Write a cold call script or email template.
-
Practice your cold calls or emails until you feel confident.
-
Reach out to potential leads and track your results.
Review the basics of technology and sales
Show steps
This will help you refresh your understanding of the key concepts and terminology used in technology sales.
Show steps
Show steps
Show steps
- Review your notes from previous courses or textbooks on technology and sales.
- Take practice quizzes or tests to assess your knowledge.
- Identify areas where you need additional review.
Watch videos on technology sales techniques
Show steps
This will help you stay up-to-date on the latest sales techniques and best practices.
Browse courses on
Sales Techniques
Show steps
Show steps
Show steps
- Search for videos on technology sales techniques on YouTube or other video platforms.
- Watch the videos and take notes on the key takeaways.
- Apply the techniques you learn to your own sales process.
Read 'The Sales Acceleration Formula' by Mark Roberge
Show steps
This book provides a step-by-step framework for building a high-performing sales team.
View
The Sales Acceleration Formula: Using Data,...
on Amazon
Show steps
Show steps
Show steps
- Read the book and take notes on the key concepts.
- Identify areas where you can apply the concepts to your own sales process.
- Discuss the book with your colleagues or a mentor.
One other activity
Expand to see all activities and additional details
Show all four activities
Practice cold calling and email outreach
Show steps
This will help you develop your communication and persuasion skills, and learn how to generate leads.
Show steps
Show steps
Show steps
- Create a list of potential leads.
- Write a cold call script or email template.
- Practice your cold calls or emails until you feel confident.
- Reach out to potential leads and track your results.
Career center
Learners who complete Fundamentals of Technology Sales will develop knowledge and skills
that may be useful to these careers:
Software Sales Engineer
Software Sales Engineer
The Software Sales Engineer is responsible for selling and implementing software solutions to businesses. This course provides a strong foundation in the fundamentals of technology sales, including the sales process, closing techniques, and customer relationship management. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Cloud Architect
Cloud Architect
The Cloud Architect designs, builds, and manages cloud computing solutions for businesses. This course provides a strong foundation in the fundamentals of technology sales, including the sales process, closing techniques, and customer relationship management. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Cyber Security Analyst
Cyber Security Analyst
The Cyber Security Analyst protects businesses from cyber threats. This course provides a strong foundation in the fundamentals of technology sales, including the sales process, closing techniques, and customer relationship management. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Data Scientist
Data Scientist
The Data Scientist uses data to solve business problems. This course provides a strong foundation in the fundamentals of technology sales, including the sales process, closing techniques, and customer relationship management. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Product Manager
Product Manager
The Product Manager develops and manages products for businesses. This course provides a strong foundation in the fundamentals of technology sales, including the sales process, closing techniques, and customer relationship management. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Business Analyst
Business Analyst
The Business Analyst analyzes business processes and systems to identify opportunities for improvement. This course provides a strong foundation in the fundamentals of technology sales, including the sales process, closing techniques, and customer relationship management. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Technical Writer
Technical Writer
The Technical Writer creates documentation for software and other technical products. This course may be helpful for those who want to learn more about the technology industry and the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Technical Support Specialist
Technical Support Specialist
The Technical Support Specialist provides technical support to customers. This course may be helpful for those who want to learn more about the technology industry and the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Account Manager
Account Manager
The Account Manager manages relationships with customers. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Sales Manager
Sales Manager
The Sales Manager leads a team of sales professionals. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Customer Success Manager
Customer Success Manager
The Customer Success Manager helps customers achieve success with a company's products or services. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Marketing Manager
Marketing Manager
The Marketing Manager develops and executes marketing campaigns. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Management Consultant
Management Consultant
The Management Consultant provides advice to businesses on how to improve their operations. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Financial Analyst
Financial Analyst
The Financial Analyst analyzes financial data to make investment recommendations. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
Teacher
Teacher
The Teacher teaches students about a variety of subjects. This course may be helpful for those who want to learn more about the sales process. It also covers emerging technologies like cloud computing and cyber security, which are in high demand by businesses.
For more career information including salaries, visit:
OpenCourser.com/course/1c7kqj/fundamentals
Featured in The Course Notes
This course is mentioned in our blog,
The Course Notes. Read
one article that features
Fundamentals of Technology Sales:
To read more articles from OpenCourser, visit:
OpenCourser.com/notes
Reading list
We've selected seven books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
Fundamentals of Technology Sales.
Introduces the SPIN selling methodology, which proven way to increase sales effectiveness. It teaches salespeople how to ask the right questions and build rapport with customers.
Challenges traditional sales methods and provides a new approach to selling that is based on teaching and challenging customers.
Save
Provides a practical guide to getting customers for your startup. It covers topics such as marketing, sales, and customer development.
Provides a framework for understanding the challenges and opportunities of selling technology products to mainstream customers.
Provides a framework for understanding why large companies often fail to innovate. It valuable resource for anyone in the technology industry.
Save
Provides a practical guide to starting a hardware startup. It covers topics such as product development, manufacturing, and fundraising.
Teaches the lean startup methodology, which process for developing and testing new products and services quickly and efficiently.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/1c7kqj/fundamentals
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Rating
4.7
Effort
4 hours to complete
Level
Introductory
Via
Coursera
Institution
University of Maryland, College Park
Instructor
Dr. James V. Green
Language
English
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Featured in The Course Notes
Read
one article that features
this course,
Fundamentals of Technology Sales
from our blog, The Course Notes:
To read more articles from OpenCourser, visit:
OpenCourser.com/notes
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