Hi-Tech Sales Course Syllabus
Overview
Master Key Selling Techniques
Dive deep into consultative, solution, and value-based selling. Learn advanced negotiation skills, perfect objection handling, and craft effective follow-up strategies.
Tech-Savvy Sales Knowledge
Gain a solid understanding of IT infrastructure, software products, and various licensing models. Learn to communicate complex technical value propositions with clarity and confidence.
Sales Funnel Expertise
Master the entire sales funnel journey, from prospecting to closing, using proven methodologies and cutting-edge tools to optimize each stage.
Data-Driven Sales Management
Learn to track key sales metrics, forecast accurately, and leverage data to drive continuous improvement and exceed targets.
Relationship-Building Mastery
Build and maintain lasting client relationships. Implement strategic account management, refine cross-selling, and upselling techniques to maximize revenue.
Hands-On, Real-World Exercises
Engage in scenario-based exercises that simulate real-life sales challenges. Create practical deliverables such as product demos, objection handling scripts, sales proposals, and lead-scoring models.
Develop a Comprehensive Skill Set
- Analytical reports, sales process maps, and automation setup plans.
- Presentation slide decks, email proposals, and persuasive sales pitches.
- Case studies, self-evaluations, and memoranda of understanding.
- Negotiation plans, solution proposals, and gap reviews.
- Freemium proposals, LinkedIn outreach scripts, and discovery call strategies.
- Content calendars, email nurturing campaigns, and cross-selling pitches.
- Sales strategy formulations, referral programs, and renewal management strategies.
- Video call scripts, contingency plans, and more to ensure well-rounded sales proficiency.
Comprehensive in-depth subjects
Introduction to Tech Sales
- Sales Funnel
- Customer segmentation
- Customer backward approach
- Critical Path Method
- Sales Process Mapping
- Lead Nurturing
- CAC & CLV
- NPS
- KPI Tracking
- and more…
Technical terms and key attributes of IT systems
- Scalability
- Availability
- Reliability
- Resilience
- Fault Tolerance
- Vulnerability Assessment
- Containers
- CDN
- Edge Computing
- Networking
- Databases
- Cloud Storage
- Microservices pattern
- Elastic computing
- SDK
- DBMS
- SaaS
- PaaS
- IaaS
- AIaaS
- iPaaS
- ERP
- DRM
- AI
- and more
Prospecting and Lead Generation
- Qualification
- Frameworks
- Lookalike Audiences
- Lead scoring
- Total Addressable Market
- Serviceable Available Market
- Serviceable Obtainable Market
- Marketing Qualified Leads
- Sales Qualified Leads
- Psychographic Segmentation
- Behavioral Segmentation
- Firmographics
- Search Engine Optimization
- Lead Magnets
- Retargeting
- Web Analytics
- Nurture Campaigns
- A/B Testing
- B2B influencer marketing
- Chatbots
- Giveaways
- and more…
Sales Presentations and Demonstrations
- Storytelling frameworks
- Pyramid Principle
- Active Listening
- Converging ideas
- Before-After Bridge
- Infographics
- Rapport
- Gamification
- Client Onboarding
- Multi-Threading in sales
- Agenda
- Testimonials
- Knock-downs
- Data Visualization
- and more…
Subscriptions and Licensing Models
- Tiered Pricing
- Usage-based Pricing
- Flat-rate Pricing
- Hybrid Subscription
- Renewal Management
- Cash Flow Management
- Dynamic Pricing
- Perpetual Licensing
- Subscription Licensing
- Concurrent Licensing
- Named User Licensing
- Floating License
- Site Licensing
- Proprietary Licensing
- Feature-Based Licensing
- Network Licensing
- Cloud-Based Licensing
- Metered License
- Trial License
- Academic License
- Offline Use License
- Anchored License
- Device License
- Support and Maintenance License
- Pay-for-Overage Licensing
- Outcome-Based Licensing
- Capacity Licensing
- and more…
Building and Managing Sales Relationships
- Personalized Communication
- Developer Advocacy
- Client-Centric Approach
- Proactive problem solving
- Customer Obsession
- Solution architecture
- Issue Resolution Protocol
- Tech Account Manager
- Loyalty Programs
- and more…
Sales Closing and Follow-up
- Soft Close
- Assumptive Close
- Take Away Close
- Scale Close
- Scarcity Close
- Summary Close
- Sharp Angle Closes
- Alternative Close
- Unique Offer Close
- Question Close
- Trial Close
- Consultative Close
- Emotional Close
- Collaborative Close
- Direct Close
- Referral Close
- Assurance Close
- Value Bomb Email
- Offer Alert
- Follow-Up Triggers
- Breakup email
- and more…
Job search strategies & Preparation for interviews
- Job Application Tailoring
- Prospective Employer Research
- Personal Statement
- Elevator Pitch
- STAR Method
- Behavioral questions
- ATS
- Mock Interviews
- Personal value branding
- and more…
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