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Fundamentals of B2B Selling in Tech

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Fundamentals of B2B Selling in Tech

Included with

Gain insight into a topic and learn the fundamentals.
Beginner level

Recommended experience

3 hours to complete
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
Beginner level

Recommended experience

3 hours to complete
Flexible schedule
Learn at your own pace

Build your subject-matter expertise

This course is part of the Foundations of B2B Tech Sales Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
  • 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

There are 3 modules in this course

Start your journey in B2B technology sales by mastering the essentials that power success in both established and emerging markets. This course demystifies the unique structures and opportunities within the tech B2B landscape, equipping you with the analytical and communication skills demanded by today's employers. You’ll discover how to identify the right customers, interpret market shifts, and leverage beginner-friendly digital tools, with a special focus on the realities of India and the USA. Expect highly actionable, time-tested frameworks designed to accelerate your confidence and job readiness from day one. Whether you're transitioning into sales, fresh out of university, or seeking a step up in your current role, these foundational modules will put you on the path to impact, faster.

Build a concrete understanding of what makes B2B technology markets unique. Dive into industry structure, value chains, customer profiles, and evolving buyer journeys. Analyze key differences between Indian and US markets, and learn to apply market segmentation and compliance awareness for effective prospecting. By module end, you will be prepared to research, assess, and prioritize growth markets for your company or team.

What's included

10 videos1 reading2 assignments

10 videos•Total 20 minutes
  • Welcome to Fundamentals of B2B Selling in Tech•3 minutes
  • Understanding B2B Tech Markets•1 minute
  • Expert Insights: Foundations of Sales Success•3 minutes
  • Mapping the technology sales landscape through industry analysis frameworks•2 minutes
  • Identifying top growth sectors in Indian and US B2B markets using segmentation tools•2 minutes
  • Interpreting industry trends and market disruptions with actionable analysis methods•2 minutes
  • Analyzing the stages of the modern B2B buyer using journey mapping techniques•2 minutes
  • Adapting to regional buyer behaviors and expectations through data-driven research•1 minute
  • Evaluating the impact of digitalization on buyer decision-making with agile approaches•2 minutes
  • From Understanding to Building•3 minutes
1 reading•Total 5 minutes
  • Action Story: Mapping the Chaos Before the Pitch•5 minutes
2 assignments•Total 35 minutes
  • The B2B Tech Sales Ecosystem•10 minutes
  • Understanding B2B Tech Markets - Exam•25 minutes

Develop practical skills to fill, manage, and nurture a beginner-friendly sales pipeline. Learn prospecting methods, utilization of CRM tools, time management strategies, and best practices for targeting high-quality leads. Experience hands-on exercises relevant to both start-ups and scaled tech enterprises, while developing a productive routine adaptable to hybrid workplace norms in India and the US.

What's included

7 videos1 reading2 assignments

7 videos•Total 12 minutes
  • Building Your Sales Pipeline•1 minute
  • Designing action plans for targeted prospecting by leveraging market research•2 minutes
  • Qualifying leads efficiently with stakeholder mapping and needs assessment tools•1 minute
  • Using compliance checklists to avoid common pitfalls in global tech prospecting•2 minutes
  • Implementing CRM basics for organizing sales activities and tracking engagement•2 minutes
  • Applying SMART goals and sales productivity tactics to hit targets consistently•2 minutes
  • Maintaining outbound momentum with effective time-blocking and prioritization skills•2 minutes
1 reading•Total 5 minutes
  • Action Story: Sorting Signal from Noise in Prospecting•5 minutes
2 assignments•Total 36 minutes
  • Prospecting and Lead Qualification•10 minutes
  • Building Your Sales Pipeline - Exam•26 minutes

Unlock persuasive communication skills critical to B2B sales success. Practice drafting and delivering value-based messages, overcoming objections, and managing digital relationship building. Whether meeting virtually or in person, gain confidence to articulate product value and translate complex tech concepts for multiple stakeholders, reflecting cultural and organizational differences in both geography settings.

What's included

8 videos1 reading2 assignments

8 videos•Total 15 minutes
  • Module introduction•1 minute
  • Creating customer-centric value propositions using proven messaging frameworks•2 minutes
  • Communicating complex product features in accessible language for diverse buyers•2 minutes
  • Showcasing product differentiation with storytelling and contextualization skills•2 minutes
  • Handling objections with empathy and data-supported responses•2 minutes
  • Building rapport quickly in virtual meetings through icebreakers and engagement strategies•2 minutes
  • Adapting tone and content to client personas in cross-cultural interactions•2 minutes
  • From Communication to Engagement•3 minutes
1 reading•Total 5 minutes
  • Action Story: Turning Virtual Objections into Trust•5 minutes
2 assignments•Total 36 minutes
  • Articulating Product Value•10 minutes
  • Effective Communication and Value Messaging - Exam•26 minutes

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Instructor

LearnQuest
208 Courses•1,002,902 learners

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