Course curriculum
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1
IT Sales Training for Sales Engineers, Marketing and New IT Salespeople
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Lesson 1: Introduction
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Lesson 2: IT Sales Process That Prospects Follow
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Lesson 3: Five Fallacies of IT Sales That All New Salespeople and Sales Support Team Members Must Understand
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Lesson 4: Transactional Sale versus Relationship Sale
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Lesson 5: Prospect Action Steps
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Lesson 6: Five Reasons Why IT Prospects Buy
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Lesson 7: IT Sales Best Practices
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Lesson 8: The Concept of Sales and the 7 Steps to Make Your First Sale
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Lesson 9: Building a Successful Sales Career
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Lesson 10: Lead Generation Techniques That Work
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Lesson 11: Use a Stop Watch to Determine If You Are Selling the Right Prospect
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Lesson 12: Top 9 Metrics or Processes You Need in Order to Manage Your Sales Career More Successfully
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Lesson 13: The Difference Between a Sales Forecast and a Sales Pipeline
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Lesson 14: Sales Proposal Strategies
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Lesson 15: Conclusion
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