What does value-based tech sales mean in this course?

In this course, value-based tech sales means selling technology by linking it to business value rather than leading with product features or price. The focus is on explaining ROI, understanding buyer needs, and working with customers to shape solutions that fit their situation.

When would you use this value-based sales approach?

You would use it when a buyer is considering a meaningful technology purchase and needs a clear reason to invest beyond the sticker price. It is especially useful when you need to show financial impact, understand what the customer is trying to achieve, and tailor the discussion to their business goals.

How does this value-based approach fit into a broader sales workflow?

It runs through the main stages of tech sales, from planning and research to discovery, evaluation, and closing. In this course, it helps connect prospect research, buyer alignment, ROI discussion, and co-creation into one consistent way of selling.

How is this value-based sales approach different from selling on price?

Value-based tech sales focuses on why the purchase makes business sense, such as increasing revenue or reducing costs over time. Selling on price treats the conversation mainly as a cost comparison, while this course teaches you to build the case around ROI, buyer needs, and fit.

Do you need any prerequisites before learning this value-based sales approach?

A basic understanding of sales principles and some familiarity with the technology industry are helpful before taking this course. What matters most is being ready to discuss customer needs, business value, and buying decisions in a B2B setting.

What tools, platforms, or methods are used in this course?

The course is method-focused rather than centered on a specific sales platform. Learners work with ROI analysis and co-creation, supported by practical prospect research using sources such as company websites and LinkedIn.

What specific tasks will you practice or complete in this course?

You practice researching prospects, asking discovery questions, and identifying the people who influence a buying decision. You also work on explaining ROI, shifting conversations from price to value, and co-creating tailored technology solutions with customers.

Introduction to Tech Sales

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Introduction to Tech Sales

This course is part of Technology & Software Sales Fundamentals Specialization

Instructor: Jean Barnard

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4 modules

Gain insight into a topic and learn the fundamentals.

85 reviews

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

85 reviews

Intermediate level

Recommended experience

3 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.

Skills you'll gain

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Assessments

4 assignments

Taught in English

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There are 4 modules in this course

Imagine transforming the way technology solutions are sold by focusing not just on the product, but on the value and collaboration it brings to your customers. How would mastering this change your approach to sales? Introduction to Tech Sales is a specialized course designed to equip learners with the knowledge and skills to sell technology products effectively. This course emphasizes the importance of Return on Investment (ROI) and co-creation in tech sales, aiming to provide strategies that resonate with the needs of the modern buyer.

By completing this 3-hour course, you'll become adept at: - Selling technology products by highlighting their ROI. - Engaging in co-creation with clients to develop solutions that meet their unique needs. - Building and managing customer relationships based on value rather than price. Throughout this intermediate-level course led by Jean Barnard, you will: - Explore the fundamentals of tech sales and the significance of understanding your product's ROI. - Learn how to apply co-creation strategies in tech sales to foster stronger customer relationships. - Delve into the process of identifying and engaging with decision-makers and advocates within client organizations. This course stands out because of its focus on real-world application, including case studies on successful technology sales and examples of co-creation leading to successful deals. A background in basic sales principles and some knowledge of the technology industry will be beneficial for participants.

Module details

"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.