Evaluation & Research · Technology Sales Training Course · FREE Sales Course Foundation · 3/10 Parts

Looking to break into tech sales, advance your career in technology sales or economically train SME sales teams on how to sell technology to Enterprise customers? Check out this free sales course - 3/10 foundation video part of the full technology sales training course available on TechSalesInsights. Learn how to sell high value technology solutions to businesses - advance your career!

Module 3 within the Technology Sales Training Course, discusses how to perform an initial evaluation and research background information for new business prospects. This is also relevant when targeted existing customers with new sales proposals across different parts of their organisation.

It does not matter whether you are looking to break into tech sales or progress in technology sales, you need to improve your business acumen.

This is an essential part of a structured sales process that is often overlooked by many sales people that are too keen to get straight onto sales calls with limited knowledge regarding the prospects business.

Customer feedback often highlights the fact that sales people are outsold by competitors who have done a better job of understanding the customer’s organisation, their specific operational needs and key business requirements when it comes it comes to the bigger picture i.e. strategic goals and objectives.

Therefore it is essential to take time to work through this important step to prepare for sales calls and meetings - especially prior to Discovery & Analysis which is covered in Module 4 of the Tech Sales Training Course.

Preparation and planning early on in the sales cycle, can dramatically help improve your chances of success in addition to only focusing on opportunities where there is a higher degree of fit where you have also worked through Advanced Qualification covered in Module 2 of the Technology Sales Training Course available on TechSalesInsights.

Chapters:
00:00:00 Technology Sales Training Course
00:00:21 Introduction to Initial Evaluation & Researching Background
00:01:38 3 Main Areas Covered
00:02:11 1. Researching Background Information
00:05:09 Fundamentals
00:05:43 Industry
00:06:26 Industry Solutions
00:07:41 Macro Environment
00:08:20 Research - Main Sources of Information
00:09:59 Financial Statements
00:10:58 2. Situational Analysis - 5C's
00:11:21 Why use MBA Frameworks ?
00:12:29 3. Plan Sales Calls / Meetings

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