Selling For Software Engineers

Technical Selling Framework for the AI Era

What you'll learn

Learn the latest trends in B2B sales and how to use them to your advantage.

Leverage your tech skills to accelerate sales, not decelerate them.

Proven sales strategies that give you a competitive advantage.

Go from “B2B Sales of 2004”, to "High Velocity Sales for the AI Era".

Avoid deal stagnation and eliminate common sales risks.

Zero to One mentality to Customer engagements.

Requirements

No sales or marketing experience required. Come with your passion for success and learning frameworks for understanding human psychology

Description

Learn solution sales strategies that leverage your authenticity as an engineer.Learn the "Art and Science" of technical selling. AI + Cloud has changed the way enterprises consume software and services. This allows engineers to impact the B2B sales process in a very positive way. Unlock customer opportunities by harnessing your technical skillsBridge the Gap Between Code and Clients.Gain practical insights into the world of B2B sales, tailored specifically for founders.Understand how to articulate complex technical solutions to non-technical stakeholders.Learn the high-velocity sales frameworkEngineers are in the best position to sell effectively. But, they lack the tools and framework to be successful.You will create your own high-velocity sales playbook that works for your technology domain.Leverage AI and Cloud disruptionsMass disruptions are also creating massive opportunities.Use the energy in the technology market in your favor.Entrepreneurial edge for SaaS creatorsEquip yourself with the sales acumen needed to successfully launch and sell your own SaaS products to businesses.Learn to translate the value of your technical solutions into compelling propositions for potential clients.Cut through the FUD created by entrenched vendorsYou are selling every day to internal stakeholders. This course will arm you with strategies and mental frameworks to progress your agenda. These skills are valuable even if you continue in a developer role.

Overview

Section 1: Introduction

Lecture 1 What is this course about?

Lecture 2 What will you learn from this course?

Section 2: Concepts

Lecture 3 B2B Sales Primer - Buyer and Seller journeys.

Lecture 4 The Hidden Truth about Enterprise Sales

Lecture 5 Buyer Trends and its Consequences

Lecture 6 Sales Terminologies - Self Reading

Section 3: Creating Competitive Advantage from the Get-Go

Lecture 7 Customer Profiling Done the Right Way

Lecture 8 Designing Impactful Customer Presentations/Demos

Section 4: Unlocking Opportunities and Uncovering Customer Pain

Lecture 9 Deep Discovery Framework

Lecture 10 Discovery framework project

Lecture 11 First Meetings that Create Competitive Advantage

Lecture 12 Art of Sales Interactions

Lecture 13 Opportunity Qualification Framework

Section 5: Playbook for Closing the Sale

Lecture 14 Power of MEDDIC Framework

Lecture 15 Identifying and Activating Customer Champions

Lecture 16 Land and Expand Strategy

Lecture 17 Understanding Business Cycles and Project Cycles

Lecture 18 Bringing it all Together: Sales Playbooks

Lecture 19 Sales Playbook Project

Section 6: Risk Identification and Mitigation

Lecture 20 Identifying and Neutralizing Sales Risks

Section 7: Conclusion and Next Steps for Continued Learning

Lecture 21 Review of All Strategies and Techniques for Sales Success

SaaS Founders & Tech Entrepreneurs wanting to accelerate revenue,Tech Professionals & Software Engineers seeking a boot camp in customer engagement.,Sales Engineers looking to level-up their game.