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Dell Technologies Establishing Your Sales Strategy

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Dell Technologies Establishing Your Sales Strategy

Ce cours fait partie de Certificat Professionnel Dell Technologies IT Sales Representative

Instructeur : Develop with Dell

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4 modules

Obtenez un aperçu d'un sujet et apprenez les principes fondamentaux.

niveau Débutant

Expérience recommandée

9 heures à compléter

Planning flexible

Apprenez à votre propre rythme

4 modules

Obtenez un aperçu d'un sujet et apprenez les principes fondamentaux.

niveau Débutant

Expérience recommandée

9 heures à compléter

Planning flexible

Apprenez à votre propre rythme

Compétences que vous acquerrez

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

Détails à connaître

Certificat partageable

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11 devoirs

Enseigné en Anglais

91%

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Ce cours fait partie de la Certificat Professionnel Dell Technologies IT Sales Representative

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Il y a 4 modules dans ce cours

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.

Détails du module

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.

Inclus

5 vidéos4 lectures3 devoirs1 sujet de discussion

5 vidéosTotal 27 minutes

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

4 lecturesTotal 40 minutes

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

3 devoirsTotal 85 minutes

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

1 sujet de discussionTotal 30 minutes

Qualification Questions30 minutes

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.

Inclus

5 vidéos4 lectures4 devoirs1 sujet de discussion

5 vidéosTotal 27 minutes

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

4 lecturesTotal 40 minutes

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

4 devoirsTotal 37 minutes

Researching the Customer Quiz3 minutes
Call Opening Quiz1 minute
Rapport and Communication Quiz3 minutes
Leading With Insight Assessment30 minutes

1 sujet de discussionTotal 10 minutes

Building Rapport Reflection10 minutes

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.

Inclus

21 vidéos1 lecture1 devoir

21 vidéosTotal 78 minutes

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

1 lectureTotal 10 minutes

Recap10 minutes

1 devoirTotal 30 minutes

Technical Foundations Assessment30 minutes

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.

Inclus

3 vidéos2 lectures3 devoirs1 sujet de discussion

3 vidéosTotal 23 minutes

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

2 lecturesTotal 20 minutes

20 Open-Ended Sales Questions That'll Get Prospects Talking to You10 minutes
Course Summary10 minutes

3 devoirsTotal 61 minutes

Effective Question Quiz1 minute
Sales Questions (Reading & Reflection)30 minutes
Uncover the Customer's Needs Assessment30 minutes

1 sujet de discussionTotal 10 minutes

Reflection10 minutes

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