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    Tech Sales Bootcamp

    BY
    Springboard

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    Mode

    Part time, Online

    Duration

    3 Months

    Fees

    $ 5000 6000

    Quick Facts

    particular details
    Medium of instructions English
    Mode of learning Self study, Virtual Classroom
    Mode of Delivery Video and Text Based
    Learning efforts 15 Hours Per Week

    Course and certificate fees

    Fees information
    $ 5,000  $6,000
    certificate availability

    Yes

    certificate providing authority

    Springboard

    The syllabus

    Topic 1: Introduction to Tech Sales

    • The bowtie model and how it defines SaaS
    • Defining key industry terms
    • Sales team architecture
    • Career paths within tech sales

    Topic 2: Pipeline development

    • Define prospect types (hot, warm, cold)
    • Define Total Addressable Market (TAM)
    • Work with a prospect list and define your pipeline based on user data

    Topic 3: Research

    • Research workflow
    • Research using LinkedIn and Google
    • Finding what’s relevant
    • Determining prospect fit

    Topic 4: Engagement strategies

    • How to communicate with customers
    • Deep dive into written engagement
    • Deep dive into voice engagement
    • Deep dive into video engagement
    • Deep dive into social engagement
    • Sequencing

    Topic 5: Qualification call preparation

    • Scheduled call prep
    • Unscheduled call prep

    Topic 6: Qualification call in action

    • Implementing the ACE (Appreciate, Check-in, End Goal) framework
    • Implementing the WWW (Who you are, Why you’re calling, What’s in it for me) framework
    • Diagnose by asking the right questions
    • Prescribe through storytelling
    • Closing the call

    Topic 7: Handling objections, follow up

    • Objection handling
    • Rejection handling
    • Follow up after the qualification call
    • Handoff to an Account Executive

    Topic 8: The SDR Tech Stack

    • An introduction to CRM tools
    • An overview of Salesforce interface and dashboards
    • Email sequencing
    • Process tools

    Topic 9: Succeeding in your new role

    • Plan and timebox
    • How to be successful as an SDR
    • Dealing with rejection
    • Managing stress of not reaching quota

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