Technical Sales

Learn everything you need to become an effective Product Sales Engineer

Course Description

This comprehensive course equips participants with the essential skills and knowledge to excel in product sales. It covers the entire sales cycle, from understanding customer needs and building rapport to presenting compelling value propositions, handling objections, and closing deals.

The course emphasizes a consultative selling approach, focusing on developing strong communication, negotiation, and problem-solving skills. Participants will learn how to effectively identify target markets, analyze competitor offerings, and tailor their sales strategies to specific customer segments.

Through interactive exercises, role-playing scenarios, and real-world case studies, this course provides practical experience and prepares participants to achieve sales targets and build long-term customer relationships. Key topics include product knowledge mastery, needs discovery techniques, presentation skills, objection handling, closing strategies, and sales pipeline management.

Requirements:

Basic Computer Skills
Little or no work experience
Fundamental Understanding of Project Management
A willingness to learn, experiment, and continuously improve
Ability to commit at least 4-5 hours per week

Target Audience:

Customer Success Specialists
Sales Executives
Anyone looking to transition into account management or business improvement
Student and Recent Graduates
Anyone in the Business Improvement
Marketing Professionals
Freelancers, Consultants and Entrepreneurs

Overview & Gain:

Program Outline: [16 Weeks of Practical Based Training & Mentorship]

Basic Computer Skills
Little or no work experience
Project Mgt Fundamentals
Ability to commit at least 4-5 hrs per week
A willingness to learn, & improve
Prior exposure to sales, customer success, or account management roles (preferred, but not mandatory)
A growth mindset and willingness to apply learned concepts to real-world scenarios.

Week 0: Career Gap Analysis & Roadmap Planning

1-on-1 with a Specialist to understand your career needs.
Create a detailed 2-3 years career transitioning plan and how this program can kick start that short term and long term journey.

Week 1: Foundations of Pre-Sales Engineering

Pre-sales Engineering Lifecycle & end-to-end stakeholder involvement

Week 2: Customer Engagement & Competitive Positioning

Technical Discovery: Engage with potential customers to understand their technical requirements and pain points.
Technical Objection Handling: Address technical concerns and objections raised by customers, providing solutions and alternatives.
Competitive Analysis: Stay up-to-date on competitor products and technologies, providing insights to inform sales and marketing strategies.

Week 3: Sales Enablement & Product Demonstrations

Documentations & Sales Support [towards closing deals]: Proposals, Business Case & Value Proposition
Product Demonstrations: Deliver technical product demos to prospective customers, highlighting key features and benefits.
Proof of Concepts (POCs): Develop and deliver POCs to demonstrate the product's capabilities and value proposition.

Week 4: Solutioning, Content Strategy & Training

Solution Design: Collaborate with customers to design and propose tailored solutions using the company's SaaS product.
Content Creation: Develop technical content, such as blog posts, whitepapers, and case studies, to support sales and marketing efforts.
Training and Enablement: Educate sales teams, customer success teams, and other stakeholders on the technical aspects of the product.

Week 5 - Week 14: Work Experience - Building Work Place Capacity

Mentorship - Working closely with a Senior Sales Lead.
Internship - With a Global Organization, supporting within the Business & Change Management Office on an assigned project under the supervision of a Senior BA.
Case Study Presentations - Solve Business Case Studies & Provide solution to business problems