Dell Technologies Establishing Your Sales Strategy
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Dell Technologies Establishing Your Sales Strategy
This course is part of Dell Technologies IT Sales Representative Professional Certificate
Instructor: Develop with Dell
Included with
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Recommended experience
Recommended experience
Skills you'll gain
- Customer Relationship Building
- Customer Relationship Management
- Big Data
- Technical Sales
- Sales
- Sales Development
- Sales Pipelines
- Consultative Selling
- Data Centers
- Information Technology
- Communication
- Selling Techniques
- Rapport Building
- Telecommunications
- Artificial Intelligence and Machine Learning (AI/ML)
- Prospecting and Qualification
- Digital Transformation
- Sales Strategy
- Sales Process
- Relationship Building
Details to know
See how employees at top companies are mastering in-demand skills
Build your Cloud Computing expertise
- Learn new concepts from industry experts
- Gain a foundational understanding of a subject or tool
- Develop job-relevant skills with hands-on projects
- Earn a shareable career certificate from Dell
There are 4 modules in this course
This course is designed to enhance your sales skills and deepen your understanding of IT concepts. This course will teach you to identify and demonstrate effective strategies for qualifying opportunities, ensuring you can recognize and pursue the most promising leads. You will learn the sequence and significance of each stage of the sales process, enabling you to navigate sales cycles with confidence.
Understanding buyer types and motivations is crucial, and you will craft probing questions tailored to each buyer type. You will develop a mindset for building trust, learning the factors that contribute to credibility and the consequences of lacking it. Building rapport is essential, and you will identify the five key areas for establishing strong connections with customers. You will also learn strategies for delivering compelling insights to the right contacts within customer organizations. Finally, you will gain knowledge of key technologies and understand ways to leverage this knowledge to find solutions for your customers. This course is designed for anyone with an interest in a career in IT sales. No previous experience is necessary. By the end of this course, you will be able to: Use knowledge of buyer types and motivations to craft probing questions appropriate for each buyer type. Describe the sequence and significance of each stage of the sales process. Identify and demonstrate effective strategies for qualifying opportunities. Identify strategies for conveying insights to the right contact within the customer organization in a compelling manner. Identify the five key areas for establishing rapport. Identify the factors that are key for establishing credibility & trust with customers. Describe the relationship between software and external hardware in the functioning of an enterprise solutions. Describe key data center technologies. Recall the various types of questions they can ask, the value of each type and the natural order of asking. Discuss, define, and practice probing and drill-down questioning to uncover further important customer information.
This week you’ll learn about the Sales Campaign. We will get into detail about The Sales Process and give you a better sense of how to manage a sale from start to finish. You’ll learn about the things that motivate buyers to make a purchase and how you can use that knowledge to sell. We’ll also address ways to determine which opportunities are worth pursuing. And finally, we’ll walk you through the steps that a customer goes through during the process of making a decision to buy.
What's included
5 videos4 readings3 assignments1 discussion prompt
5 videos•Total 27 minutes
- The Sales Process•8 minutes
- Buying Process and Motivations•5 minutes
- Compelling Events and Buyer Types•6 minutes
- Opportunity Qualification•3 minutes
- Decision Process•5 minutes
4 readings•Total 40 minutes
- Welcome•10 minutes
- Course Syllabus: Establishing Your Sales Strategy•10 minutes
- How to Define Your Sales Process•10 minutes
- Recap•10 minutes
3 assignments•Total 85 minutes
- Understanding the Sales Cycle•10 minutes
- Formulating Questions for Different Buyer Types•30 minutes
- IT Sales Campaign Assessment•45 minutes
1 discussion prompt•Total 30 minutes
- Qualification Questions•30 minutes
Relationships are critical for sellers and this week is all about getting to know your customer. You’ll learn about establishing a rapport and building trust with your customer. We’ll also go through some best practices for opening customer call.
What's included
5 videos4 readings4 assignments1 discussion prompt
5 videos•Total 27 minutes
- Trust and Credibility•3 minutes
- Researching the Customer •4 minutes
- Leading with Insight•5 minutes
- Call Opening •7 minutes
- Rapport and Professional Communication•7 minutes
4 readings•Total 40 minutes
- 11 Ways to Increase Credibility with Prospects•10 minutes
- How to Start Sales Calls•10 minutes
- Building Rapport•10 minutes
- Recap•10 minutes
4 assignments•Total 37 minutes
- Researching the Customer Quiz•3 minutes
- Call Opening Quiz•1 minute
- Rapport and Communication Quiz•3 minutes
- Leading With Insight Assessment•30 minutes
1 discussion prompt•Total 10 minutes
- Building Rapport Reflection•10 minutes
This week is all about technology. While the majority of our curriculum centers on the skills needed to sell, in order to be successful in the tech industry, you’ll also need some technical foundations. This module provides a high-level view of computers and data center concepts. This week will also feature an introduction to digital transformation which is changing the world as we know it.
What's included
21 videos1 reading1 assignment
21 videos•Total 78 minutes
- Digital Transformation•4 minutes
- Impacts of Digital Transformation•5 minutes
- Modern Data Center - What Is It?•3 minutes
- Modern Data Center - Real World•4 minutes
- Modern Data Center - Impacts•3 minutes
- Modern Data Center - Evolution and Technologies•2 minutes
- Modern Data Center - Server, Storage, and Networking•3 minutes
- Modern Data Center - Virtualization, Data Protection and Security•5 minutes
- Cloud Computing Introduction•4 minutes
- Types of Clouds•4 minutes
- Benefits of Cloud•3 minutes
- Cloud Computing Overview•2 minutes
- Introduction to Edge•4 minutes
- Why Edge Computing?•4 minutes
- Edge Computing Scenarios•2 minutes
- AI and Machine Learning Overview•3 minutes
- Challenges and Future Outlook•3 minutes
- Internet of Things (IoT)•6 minutes
- Telecommunications•5 minutes
- 5G Introduction•3 minutes
- 5G Benefits•3 minutes
1 reading•Total 10 minutes
- Recap•10 minutes
1 assignment•Total 30 minutes
- Technical Foundations Assessment•30 minutes
This week will be focused on effective questioning. Questions are some of the greatest tools you will have as a seller. Learning how to ask the right questions will go a long way towards helping you understand your customer’s needs and providing them the right solution.
What's included
3 videos2 readings3 assignments1 discussion prompt
3 videos•Total 23 minutes
- Effective Questioning•8 minutes
- 5 (Powerful) Sales Questions To Ask A Potential Client To Determine Their Needs•11 minutes
- Questions to Close the Deal•3 minutes
2 readings•Total 20 minutes
- 20 Open-Ended Sales Questions That'll Get Prospects Talking to You•10 minutes
- Course Summary•10 minutes
3 assignments•Total 61 minutes
- Effective Question Quiz•1 minute
- Sales Questions (Reading & Reflection)•30 minutes
- Uncover the Customer's Needs Assessment•30 minutes
1 discussion prompt•Total 10 minutes
- Reflection•10 minutes
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