Servicing24 Certified Technical Sales Professional

About this program

What you will be able to do

• Explain servers, storage, networking, virtualization, cloud and security in customer terms
• Find and qualify enterprise leads
• Run discovery meetings and map stakeholders
• Sell on value, CAPEX, OPEX and total cost of ownership
• Prepare quotations and respond to RFQs, RFPs and tenders
• Present and pitch technical solutions
• Handle objections, negotiate and close
• Manage a pipeline in a CRM and grow accounts through renewals and upsell

Career benefits

• Talk to enterprise buyers with technical confidence
• Learn a repeatable way to find, qualify and close deals
• Qualify for corporate and enterprise sales roles at IT companies

Roles this prepares you for

• Technical Sales Executive
• Corporate Sales Executive
• Account Manager
• Business Development Executive
• Channel Sales Executive

What the program covers

42 modules

1. 01Introduction to Enterprise Technology Sales
2. 02Role of the Technical Sales Professional
3. 03Enterprise IT Infrastructure Fundamentals
4. 04Server & Compute Fundamentals for Sales
5. 05Storage & SAN Fundamentals for Sales
6. 06Enterprise Networking Fundamentals
7. 07Enterprise Networking Solution Selling
8. 08Virtualization & HCI Fundamentals
9. 09Backup & Disaster Recovery Selling
10. 10Cloud & Hybrid Infrastructure Selling
11. 11Cybersecurity Fundamentals
12. 12Network & Perimeter Security Solutions
13. 13Endpoint, Identity & Data Security
14. 14SOC, SIEM, VAPT & Managed Security
15. 15AMC, TPM & Managed Services Selling
16. 16Understanding Enterprise Customers
17. 17Target Account Identification
18. 18Prospecting & Lead Generation
19. 19Lead Qualification
20. 20Customer Discovery & Need Analysis
21. 21Consultative Selling
22. 22Value-Based Selling
23. 23Stakeholder Mapping
24. 24Account Strategy & Opportunity Planning
25. 25Solution Positioning
26. 26Competitive Selling
27. 27Proposal Fundamentals
28. 28Quotation & Commercial Basics
29. 29CAPEX, OPEX & TCO Selling
30. 30RFQ / RFP / Tender Fundamentals
31. 31Pipeline & CRM Management
32. 32Customer Presentation Skills
33. 33Technical Solution Pitching
34. 34Objection Handling
35. 35Negotiation Skills
36. 36Closing Techniques
37. 37Sales to Pre-Sales Handover
38. 38Sales to Post-Sales Handover
39. 39Customer Success & Relationship Management
40. 40Renewal, Upsell & Cross-Sell
41. 41Ethics, Professional Sales & Servicing24 Portfolio
42. 42Final Enterprise Sales Capstone

Who it is for

• Graduates who want a sales career in the IT industry
• Sales executives moving from consumer products to enterprise technology
• Engineers who want to move into customer-facing roles