Introduction to Tech Sales from Coursera

Imagine transforming the way technology solutions are sold by focusing not just on the product, but on the value and collaboration it brings to your customers. How would mastering this change your approach to sales? Introduction to Tech Sales is a specialized course designed to equip learners with the knowledge and skills to sell technology products effectively. This course emphasizes the importance of Return on Investment (ROI) and co-creation in tech sales, aiming to provide strategies that resonate with the needs of the modern buyer.

By completing this 3-hour course, you'll become adept at:

- Selling technology products by highlighting their ROI.

- Engaging in co-creation with clients to develop solutions that meet their unique needs.

- Building and managing customer relationships based on value rather than price.

Throughout this intermediate-level course led by Jean Barnard, you will:

- Explore the fundamentals of tech sales and the significance of understanding your product's ROI.

- Learn how to apply co-creation strategies in tech sales to foster stronger customer relationships.

- Delve into the process of identifying and engaging with decision-makers and advocates within client organizations.

This course stands out because of its focus on real-world application, including case studies on successful technology sales and examples of co-creation leading to successful deals. A background in basic sales principles and some knowledge of the technology industry will be beneficial for participants.

What's inside

Syllabus

Introduction to Tech Sales

"Introduction to Tech Sales" is a comprehensive course designed to provide a deep understanding of tech sales within a B2B environment. Led by experienced instructor Jean Barnard, the course emphasizes the importance of ROI, co-creation, and thoroughly understanding the buyer's needs. Through its structured lessons, students will learn about the unique motivations behind technology purchases, the significance of ROI, and the process of co-creating solutions with customers. The course aims to equip participants with the skills to analyze and apply these concepts, thereby enhancing their effectiveness in selling technology products by aligning them with business goals and creating value for the buyer.

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Read about what's good

what should give you pause

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Focuses on ROI and co-creation in tech sales

Engages learners in case studies on successful technology sales

Stresses the importance of understanding technology's value to customers

Teaches co-creation strategies for sales

Helps learners identify decision-makers and advocates within organizations

May require some previous knowledge of basic sales principles

Reviews summary

Tech sales: roi & co-creation primer

According to learners, this course offers a concise yet impactful introduction to tech sales, especially focusing on the B2B environment. Students frequently highlight its strong emphasis on Return on Investment (ROI) and co-creation with customers, praising its ability to simplify complex concepts. While many find its practical insights valuable for building a strong foundation, some experienced professionals may find it too introductory for its 'intermediate' label, seeking deeper tactical dives. Overall, it's considered an excellent resource for understanding value-based selling and customer motivations.

Delivers significant value in a short duration.

"The 3-hour format was perfect; I gained valuable insights without a huge time commitment."

"I found this course incredibly efficient, packing crucial information into a digestible format."

"It's a great option for busy professionals looking for a quick yet impactful learning experience."

Offers a solid foundational understanding.

"As someone new to tech sales, this course was an excellent entry point, demystifying the whole process."

"I feel this course laid a strong foundation for understanding the B2B tech environment."

"This is exactly what I needed to grasp the core concepts of tech sales and start my journey."

Provides immediately applicable strategies.

"The course offered practical insights and directly applicable strategies for tech sales conversations."

"I found the advice on understanding customer motivations and identifying advocates very actionable."

"It really helped me grasp how to approach sales strategically in the tech world."

Emphasizes critical modern tech sales concepts.

"I appreciated how clearly this course articulated the importance of ROI and co-creation in tech sales."

"The deep dive into ROI and customer collaboration was a major takeaway for me."

"I now understand how critical value-based selling is compared to just pitching product features."

Could benefit from additional interactive examples.

"I would have liked more detailed case studies or interactive exercises to apply the concepts."

"While conceptual understanding is there, I wished for more real-world scenarios and tactical frameworks."

"I found myself wanting more hands-on examples of co-creation in action."

May be too basic for experienced professionals.

"While good for beginners, I, as an experienced sales professional, found some topics a bit too introductory."

"I was hoping for more advanced strategies, as the 'intermediate' label suggested deeper dives."

"The content felt more like a broad overview rather than an in-depth intermediate course."

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 Introduction to Tech Sales with these activities:

Review the basics of sales

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This activity should improve participation in Lesson 1 by refreshing your understanding of sales fundamentals.

Browse courses on Sales

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Define sales and its importance in business.
Identify different types of sales roles.
Describe the sales process.

Learn about ROI in tech sales

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This activity should contribute to learning outcomes in Lesson 2 by guiding students through the fundamentals of ROI.

Browse courses on Return on Investment

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Read through an article or watch a video on ROI in tech sales.
Identify the key metrics used to measure ROI.
Practice calculating ROI for a hypothetical tech product.

Practice identifying customer pain points

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This activity should support learning outcomes in Lesson 3 by providing practice in identifying customer pain points.

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Consider a specific technology product or service.
Develop a list of potential customer pain points.
Prioritize the pain points based on their severity.

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Discuss case studies on successful tech sales

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This activity should contribute to learning outcomes across the course by facilitating discussions on real-world examples.

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Identify and read a case study on a successful tech sale.
Meet with a group to discuss the case study.
Analyze the sales strategies used in the case study.

Attend a workshop on negotiation skills

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This activity should contribute to improved performance in Lesson 1 by enhancing students' negotiation skills.

Browse courses on Negotiation Skills

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Identify and register for a negotiation skills workshop.
Attend the workshop and actively participate in the exercises.
Practice the negotiation techniques learned in the workshop.

Develop a customer engagement plan

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This activity should improve outcomes in Lesson 3 by providing practical experience in developing a customer engagement plan.

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Identify a specific customer or prospect.
Analyze their needs and pain points.
Develop a plan to engage with the customer throughout the sales cycle.

Read 'The Challenger Sale' by Matthew Dixon and Brent Adamson

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This book provides valuable insights into the changing nature of sales and the importance of becoming a challenger.

View The Challenger Customer: Selling to the Hidden... on Amazon

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Read the book and highlight key passages.
Summarize the main concepts of the book.
Apply the concepts to your own sales approach.

Contribute to an open-source CRM project

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This activity should support learning outcomes in all lessons by providing practical experience in a key aspect of the sales process.

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Identify an open-source CRM project.
Review the project's documentation and codebase.
Identify an area where you can contribute.
Make a contribution to the project.

Career center

Learners who complete Introduction to Tech Sales will develop knowledge and skills that may be useful to these careers:

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Introduction to Tech Sales

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What's inside

Syllabus

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Reviews summary

Tech sales: roi & co-creation primer

Activities

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