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 videos Total 27 minutes

The Sales Process 8 minutes
Buying Process and Motivations 5 minutes
Compelling Events and Buyer Types 6 minutes
Opportunity Qualification 3 minutes
Decision Process 5 minutes

4 readings Total 40 minutes

Welcome 10 minutes
Course Syllabus: Establishing Your Sales Strategy 10 minutes
How to Define Your Sales Process 10 minutes
Recap 10 minutes

3 assignments Total 85 minutes

IT Sales Campaign Assessment 45 minutes
Understanding the Sales Cycle 10 minutes
Formulating Questions for Different Buyer Types 30 minutes

1 discussion prompt Total 30 minutes

Qualification Questions 30 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 videos Total 27 minutes

Trust and Credibility 3 minutes
Researching the Customer 4 minutes
Leading with Insight 5 minutes
Call Opening 7 minutes
Rapport and Professional Communication 7 minutes

4 readings Total 40 minutes

11 Ways to Increase Credibility with Prospects 10 minutes
How to Start Sales Calls 10 minutes
Building Rapport 10 minutes
Recap 10 minutes

4 assignments Total 37 minutes

Leading With Insight Assessment 30 minutes
Researching the Customer Quiz 3 minutes
Call Opening Quiz 1 minute
Rapport and Communication Quiz 3 minutes

1 discussion prompt Total 10 minutes

Building Rapport Reflection 10 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 videos Total 78 minutes

Digital Transformation 4 minutes
Impacts of Digital Transformation 5 minutes
Modern Data Center - What Is It? 3 minutes
Modern Data Center - Real World 4 minutes
Modern Data Center - Impacts 3 minutes
Modern Data Center - Evolution and Technologies 2 minutes
Modern Data Center - Server, Storage, and Networking 3 minutes
Modern Data Center - Virtualization, Data Protection and Security 5 minutes
Cloud Computing Introduction 4 minutes
Types of Clouds 4 minutes
Benefits of Cloud 3 minutes
Cloud Computing Overview 2 minutes
Introduction to Edge 4 minutes
Why Edge Computing? 4 minutes
Edge Computing Scenarios 2 minutes
AI and Machine Learning Overview 3 minutes
Challenges and Future Outlook 3 minutes
Internet of Things (IoT) 6 minutes
Telecommunications 5 minutes
5G Introduction 3 minutes
5G Benefits 3 minutes

1 reading Total 10 minutes

Recap 10 minutes

1 assignment Total 30 minutes

Technical Foundations Assessment 30 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 videos Total 23 minutes

Effective Questioning 8 minutes
5 (Powerful) Sales Questions To Ask A Potential Client To Determine Their Needs 11 minutes
Questions to Close the Deal 3 minutes

2 readings Total 20 minutes

20 Open-Ended Sales Questions That'll Get Prospects Talking to You 10 minutes
Course Summary 10 minutes

3 assignments Total 61 minutes

Uncover the Customer's Needs Assessment 30 minutes
Effective Question Quiz 1 minute
Sales Questions (Reading & Reflection) 30 minutes

1 discussion prompt Total 10 minutes

Reflection 10 minutes

Earn a career certificate

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Instructor

Develop with Dell

Dell

12 Courses 8,073 learners

Offered by

Dell

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