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:
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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:
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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Syllabus
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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.
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Sales
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Define sales and its importance in business.
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Identify different types of sales roles.
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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.
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Return on Investment
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Read through an article or watch a video on ROI in tech sales.
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Identify the key metrics used to measure ROI.
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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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Customer Pain Points
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Consider a specific technology product or service.
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Develop a list of potential customer pain points.
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Prioritize the pain points based on their severity.
Five other activities
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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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Case Studies
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Identify and read a case study on a successful tech sale.
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Meet with a group to discuss the case study.
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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.
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Negotiation Skills
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-
Identify and register for a negotiation skills workshop.
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Attend the workshop and actively participate in the exercises.
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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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Customer Engagement
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Identify a specific customer or prospect.
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Analyze their needs and pain points.
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Develop a plan to engage with the customer throughout the sales cycle.
Read 'The Challenger Sale' by Matthew Dixon and Brent Adamson
Show steps
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
Show steps
-
Read the book and highlight key passages.
-
Summarize the main concepts of the book.
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Apply the concepts to your own sales approach.
Contribute to an open-source CRM project
Show steps
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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Open Source
Show steps
-
Identify an open-source CRM project.
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Review the project's documentation and codebase.
-
Identify an area where you can contribute.
-
Make a contribution to the project.
Review the basics of sales
Show steps
This activity should improve participation in Lesson 1 by refreshing your understanding of sales fundamentals.
Browse courses on
Sales
Show steps
- Define sales and its importance in business.
- Identify different types of sales roles.
- Describe the sales process.
Learn about ROI in tech sales
Show steps
This activity should contribute to learning outcomes in Lesson 2 by guiding students through the fundamentals of ROI.
Browse courses on
Return on Investment
Show steps
- 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
Show steps
This activity should support learning outcomes in Lesson 3 by providing practice in identifying customer pain points.
Browse courses on
Customer Pain Points
Show steps
- Consider a specific technology product or service.
- Develop a list of potential customer pain points.
- Prioritize the pain points based on their severity.
Discuss case studies on successful tech sales
Show steps
This activity should contribute to learning outcomes across the course by facilitating discussions on real-world examples.
Browse courses on
Case Studies
Show steps
- 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
Show steps
This activity should contribute to improved performance in Lesson 1 by enhancing students' negotiation skills.
Browse courses on
Negotiation Skills
Show steps
- 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
Show steps
This activity should improve outcomes in Lesson 3 by providing practical experience in developing a customer engagement plan.
Browse courses on
Customer Engagement
Show steps
- 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
Show steps
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
Show steps
- 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
Show steps
This activity should support learning outcomes in all lessons by providing practical experience in a key aspect of the sales process.
Browse courses on
Open Source
Show steps
- 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.
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