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Dell Technologies Establishing Your Sales Strategy

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Dell Technologies Establishing Your Sales Strategy

Dieser Kurs ist Teil von Dell Technologies IT Sales Representative (berufsbezogenes Zertifikat)

Dozent: Develop with Dell

Bei enthalten

Mehr erfahren

4 Module

Verschaffen Sie sich einen Einblick in ein Thema und lernen Sie die Grundlagen.

Stufe Anfänger

Empfohlene Erfahrung

9 Stunden zu vervollständigen

Flexibler Zeitplan

In Ihrem eigenen Lerntempo lernen

4 Module

Verschaffen Sie sich einen Einblick in ein Thema und lernen Sie die Grundlagen.

Stufe Anfänger

Empfohlene Erfahrung

9 Stunden zu vervollständigen

Flexibler Zeitplan

In Ihrem eigenen Lerntempo lernen

Kompetenzen, die Sie erwerben

Kategorie: Sales Development
Kategorie: Sales
Kategorie: Selling Techniques
Kategorie: Artificial Intelligence and Machine Learning (AI/ML)
Kategorie: Data Centers
Kategorie: Communication
Kategorie: Consultative Selling
Kategorie: Information Technology
Kategorie: Technical Sales
Kategorie: Sales Pipelines
Kategorie: Rapport Building
Kategorie: Customer Relationship Building
Kategorie: Relationship Building
Kategorie: Sales Strategy
Kategorie: Sales Process
Kategorie: Big Data
Kategorie: Telecommunications
Kategorie: Digital Transformation
Kategorie: Prospecting and Qualification
Kategorie: Customer Relationship Management

Wichtige Details

Zertifikat zur Vorlage

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11 Aufgaben

Unterrichtet in Englisch

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Dieser Kurs ist Teil der Spezialisierung Dell Technologies IT Sales Representative (berufsbezogenes Zertifikat)

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Erwerben Sie ein Berufszertifikat von Dell zur Vorlage

In diesem Kurs gibt es 4 Module

This course is designed to enhance your sales skills and deepen your understanding of IT concepts. This course will teach you to identify and demonstrate effective strategies for qualifying opportunities, ensuring you can recognize and pursue the most promising leads. You will learn the sequence and significance of each stage of the sales process, enabling you to navigate sales cycles with confidence.

Understanding buyer types and motivations is crucial, and you will craft probing questions tailored to each buyer type. You will develop a mindset for building trust, learning the factors that contribute to credibility and the consequences of lacking it. Building rapport is essential, and you will identify the five key areas for establishing strong connections with customers. You will also learn strategies for delivering compelling insights to the right contacts within customer organizations. Finally, you will gain knowledge of key technologies and understand ways to leverage this knowledge to find solutions for your customers. This course is designed for anyone with an interest in a career in IT sales. No previous experience is necessary. By the end of this course, you will be able to: Use knowledge of buyer types and motivations to craft probing questions appropriate for each buyer type. Describe the sequence and significance of each stage of the sales process. Identify and demonstrate effective strategies for qualifying opportunities. Identify strategies for conveying insights to the right contact within the customer organization in a compelling manner. Identify the five key areas for establishing rapport. Identify the factors that are key for establishing credibility & trust with customers. Describe the relationship between software and external hardware in the functioning of an enterprise solutions. Describe key data center technologies. Recall the various types of questions they can ask, the value of each type and the natural order of asking. Discuss, define, and practice probing and drill-down questioning to uncover further important customer information.

Moduldetails

This week you’ll learn about the Sales Campaign. We will get into detail about The Sales Process and give you a better sense of how to manage a sale from start to finish. You’ll learn about the things that motivate buyers to make a purchase and how you can use that knowledge to sell. We’ll also address ways to determine which opportunities are worth pursuing. And finally, we’ll walk you through the steps that a customer goes through during the process of making a decision to buy.

Das ist alles enthalten

5 Videos4 Lektüren3 Aufgaben1 Diskussionsthema

5 VideosInsgesamt 27 Minuten

The Sales Process8 Minuten
Buying Process and Motivations5 Minuten
Compelling Events and Buyer Types6 Minuten
Opportunity Qualification3 Minuten
Decision Process5 Minuten

4 LektürenInsgesamt 40 Minuten

Welcome10 Minuten
Course Syllabus: Establishing Your Sales Strategy10 Minuten
How to Define Your Sales Process10 Minuten
Recap10 Minuten

3 AufgabenInsgesamt 85 Minuten

IT Sales Campaign Assessment45 Minuten
Understanding the Sales Cycle10 Minuten
Formulating Questions for Different Buyer Types30 Minuten

1 DiskussionsthemaInsgesamt 30 Minuten

Qualification Questions30 Minuten

Relationships are critical for sellers and this week is all about getting to know your customer. You’ll learn about establishing a rapport and building trust with your customer. We’ll also go through some best practices for opening customer call.

Das ist alles enthalten

5 Videos4 Lektüren4 Aufgaben1 Diskussionsthema

5 VideosInsgesamt 27 Minuten

Trust and Credibility3 Minuten
Researching the Customer 4 Minuten
Leading with Insight5 Minuten
Call Opening 7 Minuten
Rapport and Professional Communication7 Minuten

4 LektürenInsgesamt 40 Minuten

11 Ways to Increase Credibility with Prospects10 Minuten
How to Start Sales Calls10 Minuten
Building Rapport10 Minuten
Recap10 Minuten

4 AufgabenInsgesamt 37 Minuten

Leading With Insight Assessment30 Minuten
Researching the Customer Quiz3 Minuten
Call Opening Quiz1 Minute
Rapport and Communication Quiz3 Minuten

1 DiskussionsthemaInsgesamt 10 Minuten

Building Rapport Reflection10 Minuten

This week is all about technology. While the majority of our curriculum centers on the skills needed to sell, in order to be successful in the tech industry, you’ll also need some technical foundations. This module provides a high-level view of computers and data center concepts. This week will also feature an introduction to digital transformation which is changing the world as we know it.

Das ist alles enthalten

21 Videos1 Lektüre1 Aufgabe

21 VideosInsgesamt 78 Minuten

Digital Transformation4 Minuten
Impacts of Digital Transformation5 Minuten
Modern Data Center - What Is It?3 Minuten
Modern Data Center - Real World4 Minuten
Modern Data Center - Impacts3 Minuten
Modern Data Center - Evolution and Technologies2 Minuten
Modern Data Center - Server, Storage, and Networking3 Minuten
Modern Data Center - Virtualization, Data Protection and Security5 Minuten
Cloud Computing Introduction4 Minuten
Types of Clouds4 Minuten
Benefits of Cloud3 Minuten
Cloud Computing Overview2 Minuten
Introduction to Edge4 Minuten
Why Edge Computing?4 Minuten
Edge Computing Scenarios2 Minuten
AI and Machine Learning Overview3 Minuten
Challenges and Future Outlook3 Minuten
Internet of Things (IoT)6 Minuten
Telecommunications5 Minuten
5G Introduction3 Minuten
5G Benefits3 Minuten

1 LektüreInsgesamt 10 Minuten

Recap10 Minuten

1 AufgabeInsgesamt 30 Minuten

Technical Foundations Assessment30 Minuten

This week will be focused on effective questioning. Questions are some of the greatest tools you will have as a seller. Learning how to ask the right questions will go a long way towards helping you understand your customer’s needs and providing them the right solution.

Das ist alles enthalten

3 Videos2 Lektüren3 Aufgaben1 Diskussionsthema

3 VideosInsgesamt 23 Minuten

Effective Questioning8 Minuten
5 (Powerful) Sales Questions To Ask A Potential Client To Determine Their Needs11 Minuten
Questions to Close the Deal3 Minuten