Dell Technologies Establishing Your Sales Strategy

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Dell Technologies Establishing Your Sales Strategy

This course is part of Dell Technologies IT Sales Representative Professional Certificate

Instructor: Develop with Dell

Included with

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4 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

9 hours to complete

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

Beginner level

Recommended experience

9 hours to complete

Flexible schedule

Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

11 assignments

Taught in English

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Build your Cloud Computing expertise

This course is part of the Dell Technologies IT Sales Representative Professional Certificate

When you enroll in this course, you'll also be enrolled in this Professional Certificate.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate from Dell

There are 4 modules in this course

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.

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.

What's included

5 videos4 readings3 assignments1 discussion prompt

5 videosTotal 27 minutes

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

4 readingsTotal 40 minutes

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

3 assignmentsTotal 85 minutes

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

1 discussion promptTotal 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.

What's included

5 videos4 readings4 assignments1 discussion prompt

5 videosTotal 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 readingsTotal 40 minutes

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

4 assignmentsTotal 37 minutes

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

1 discussion promptTotal 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.

What's included

21 videos1 reading1 assignment

21 videosTotal 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 readingTotal 10 minutes

Recap10 minutes

1 assignmentTotal 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.

What's included

3 videos2 readings3 assignments1 discussion prompt

3 videosTotal 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 readingsTotal 20 minutes

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

3 assignmentsTotal 61 minutes

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

1 discussion promptTotal 10 minutes

Reflection10 minutes

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Instructor

Develop with Dell

Dell

12 Courses8,609 learners

Offered by

Dell

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