Coursera Instructor Network
Introduction to Tech Sales
Coursera Instructor Network

Introduction to Tech Sales

Taught in English


Gain insight into a topic and learn the fundamentals

Jean Barnard

Instructor: Jean Barnard

Intermediate level

Recommended experience

2 hours to complete
Flexible schedule
Learn at your own pace

What you'll learn

  • Master the fundamentals of calculating and articulating the return on investment (ROI) for technology products.

  • Learn to collaborate with customers to create tailored, mutually beneficial solutions.

  • Develop strategies to build and maintain customer relationships based on value rather than price.

  • Become adept at shifting sales conversations from price to the value proposition of technology products.

Details to know

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Recently updated!

June 2024


4 assignments

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There are 4 modules in this course

"Introduction to Tech Sales" is a comprehensive course designed to provide a deep understanding of tech sales within a B2B environment. Led by experienced instructor Jean Barnard, the course emphasizes the importance of ROI, co-creation, and thoroughly understanding the buyer's needs. Through its structured lessons, students will learn about the unique motivations behind technology purchases, the significance of ROI, and the process of co-creating solutions with customers. The course aims to equip participants with the skills to analyze and apply these concepts, thereby enhancing their effectiveness in selling technology products by aligning them with business goals and creating value for the buyer.

What's included

1 video1 reading

This lesson covers the basics of tech sales, emphasizing that while the sales process may be familiar, the motivations behind technology purchases are unique. Businesses buy technology to increase revenue, decrease costs, or reduce risks, making it crucial to focus on value and ROI rather than just price.

What's included

3 videos1 reading1 assignment

In this lesson, you will delve into the concept of ROI in tech sales. Learn how to articulate and demonstrate the financial benefits of your tech products, showcasing how the investment will yield cost savings or revenue generation over time.

What's included

3 videos2 readings1 assignment

This lesson explores the process of co-creation, where you collaborate with your customer to develop tailored technology solutions that meet their specific needs. You will also learn about the importance of identifying and working with a customer advocate to ensure the success of these co-created solutions.

What's included

3 videos1 reading2 assignments


Jean Barnard
Coursera Instructor Network
3 Courses104 learners

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