Tech Sales Bootcamp

BY
Springboard

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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