Selling Technology and SaaS in a Hyper-Competitive Marketplace – SalesGravy, Keith Lubner
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Selling Technology and SaaS in a Hyper-Competitive Marketplace – SalesGravy, Keith Lubner Download. Youll learn the right questions to ask, how to identif…
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Let’s move out of our comfort zone of selling into IT and instead shift focus to non-traditional departments and buying roles-where the budget for software and cloud services purchases is increasing in today’s modern enterprises. You’ll learn the right questions to ask, how to identify key influence frameworks, and how to shape the sales process to rapidly move deals to closed.
In this course, you’ll learn:
- Why sales specific emotional intelligence is a game changer in the complex tech sale
- The art of transforming your salespeople into cloud and SaaS selling superstars
- How to leverage the Business Guidance Sales Process that top performers utilize
- 3 Step Business Guidance Influence Framework
- How to identify and leverage stakeholder buying styles
- How to ask the right discovery questions to engage stakeholders across lines of business
- How to use the Business Guidance Battle Card to easily identify and frame-up opportunities
- How to act like a “consultant” and make recommendations that move prospects to take action
- And much, much more . . .
Complex Tech immediately enables you to win bigger and more diversified deals by moving beyond the CIO and selling across departmental stakeholder groups to capture and consolidate technology spend. You’ll learn the right questions to ask, how to identify key influence frameworks, and how to shape the sales process to rapidly move deals to closed
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