Course curriculum

  • 1

    IT Sales Training for Sales Engineers, Marketing and New IT Salespeople

    • Lesson 1: Introduction

    • Lesson 2: IT Sales Process That Prospects Follow

    • Lesson 3: Five Fallacies of IT Sales That All New Salespeople and Sales Support Team Members Must Understand

    • Lesson 4: Transactional Sale versus Relationship Sale

    • Lesson 5: Prospect Action Steps

    • Lesson 6: Five Reasons Why IT Prospects Buy

    • Lesson 7: IT Sales Best Practices

    • Lesson 8: The Concept of Sales and the 7 Steps to Make Your First Sale

    • Lesson 9: Building a Successful Sales Career

    • Lesson 10: Lead Generation Techniques That Work

    • Lesson 11: Use a Stop Watch to Determine If You Are Selling the Right Prospect

    • Lesson 12: Top 9 Metrics or Processes You Need in Order to Manage Your Sales Career More Successfully

    • Lesson 13: The Difference Between a Sales Forecast and a Sales Pipeline

    • Lesson 14: Sales Proposal Strategies

    • Lesson 15: Conclusion