Overview

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.

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.

Lesson1: Still a sale (and sales process like any other), the difference is in why companies buy technology

This lesson covers the basics of tech sales, emphasizing that while the sales process may be familiar, the motivations behind technology purchases are unique. Businesses buy technology to increase revenue, decrease costs, or reduce risks, making it crucial to focus on value and ROI rather than just price.

Lesson 2: Analyze the Concept of ROI

In this lesson, you will delve into the concept of ROI in tech sales. Learn how to articulate and demonstrate the financial benefits of your tech products, showcasing how the investment will yield cost savings or revenue generation over time.

Lesson 3: How to co-create with your customer and the role of a customer advocate

This lesson explores the process of co-creation, where you collaborate with your customer to develop tailored technology solutions that meet their specific needs. You will also learn about the importance of identifying and working with a customer advocate to ensure the success of these co-created solutions.