Introduction to Tech Sales
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Introduction to Tech Sales
This course is part of Technology & Software Sales Fundamentals Specialization
Instructor: Jean Barnard
6,662 already enrolled
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What you'll learn
Master the fundamentals of calculating and articulating the return on investment (ROI) for technology products.
Learn to collaborate with customers to create tailored, mutually beneficial solutions.
Develop strategies to build and maintain customer relationships based on value rather than price.
Become adept at shifting sales conversations from price to the value proposition of technology products.
Details to know
4 assignments
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There are 4 modules in this course
Imagine transforming the way technology solutions are sold by focusing not just on the product, but on the value and collaboration it brings to your customers. How would mastering this change your approach to sales? Introduction to Tech Sales is a specialized course designed to equip learners with the knowledge and skills to sell technology products effectively. This course emphasizes the importance of Return on Investment (ROI) and co-creation in tech sales, aiming to provide strategies that resonate with the needs of the modern buyer.
By completing this 3-hour course, you'll become adept at: - Selling technology products by highlighting their ROI. - Engaging in co-creation with clients to develop solutions that meet their unique needs. - Building and managing customer relationships based on value rather than price. Throughout this intermediate-level course led by Jean Barnard, you will: - Explore the fundamentals of tech sales and the significance of understanding your product's ROI. - Learn how to apply co-creation strategies in tech sales to foster stronger customer relationships. - Delve into the process of identifying and engaging with decision-makers and advocates within client organizations. This course stands out because of its focus on real-world application, including case studies on successful technology sales and examples of co-creation leading to successful deals. A background in basic sales principles and some knowledge of the technology industry will be beneficial for participants.
"Introduction to Tech Sales" is a comprehensive course designed to provide a deep understanding of tech sales within a B2B environment. Led by experienced instructor Jean Barnard, the course emphasizes the importance of ROI, co-creation, and thoroughly understanding the buyer's needs. Through its structured lessons, students will learn about the unique motivations behind technology purchases, the significance of ROI, and the process of co-creating solutions with customers. The course aims to equip participants with the skills to analyze and apply these concepts, thereby enhancing their effectiveness in selling technology products by aligning them with business goals and creating value for the buyer.
What's included
1 video1 reading
1 video•Total 3 minutes
- Introduction to the Course and Instructor•3 minutes
1 reading•Total 10 minutes
- Course Overview•10 minutes
This lesson covers the basics of tech sales, emphasizing that while the sales process may be familiar, the motivations behind technology purchases are unique. Businesses buy technology to increase revenue, decrease costs, or reduce risks, making it crucial to focus on value and ROI rather than just price.
What's included
3 videos1 reading1 assignment
3 videos•Total 18 minutes
- Sales Process Unveiled: Understanding the Essentials•9 minutes
- Investing in Technology: Understanding the Why•5 minutes
- Exploring Jobs to be Done: A Brief Overview•4 minutes
1 reading•Total 10 minutes
- Do Your Homework•10 minutes
1 assignment•Total 9 minutes
- Lesson 1: Practice Quiz•9 minutes
In this lesson, you will delve into the concept of ROI in tech sales. Learn how to articulate and demonstrate the financial benefits of your tech products, showcasing how the investment will yield cost savings or revenue generation over time.
What's included
3 videos2 readings1 assignment
3 videos•Total 16 minutes
- ROI Simplified: Making the Case for Investment•6 minutes
- Value Over Price: Shifting the Conversation•5 minutes
- Talking Money: Gaining Comfort with Financial Discussions•5 minutes
2 readings•Total 20 minutes
- The Value of Research•10 minutes
- Keep Your Focus on Your Customer•10 minutes
1 assignment•Total 9 minutes
- Lesson 2: Practice Quiz•9 minutes
This lesson explores the process of co-creation, where you collaborate with your customer to develop tailored technology solutions that meet their specific needs. You will also learn about the importance of identifying and working with a customer advocate to ensure the success of these co-created solutions.
What's included
3 videos1 reading2 assignments
3 videos•Total 19 minutes
- Co-Creation Explained: Collaborative Innovation•5 minutes
- The Art of Discovery: Uncovering Crucial Details•6 minutes
- Co-Creation in Action: A Real-World Example•8 minutes
1 reading•Total 10 minutes
- Sales Questioning Techniques•10 minutes
2 assignments•Total 27 minutes
- Lesson 3: Practice Quiz•9 minutes
- Graded Quiz•18 minutes
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Reviewed on Apr 2, 2025
Resourceful and good for the first step towards tech sales
Reviewed on Mar 5, 2025
Light on details. Need more practical examples and exercises, or case studies. Useful for beginners in IT software sales.
Reviewed on May 22, 2025
Great course with straight forward important points
Frequently asked questions
In this course, value-based tech sales means selling technology by linking it to business value rather than leading with product features or price. The focus is on explaining ROI, understanding buyer needs, and working with customers to shape solutions that fit their situation.
You would use it when a buyer is considering a meaningful technology purchase and needs a clear reason to invest beyond the sticker price. It is especially useful when you need to show financial impact, understand what the customer is trying to achieve, and tailor the discussion to their business goals.
It runs through the main stages of tech sales, from planning and research to discovery, evaluation, and closing. In this course, it helps connect prospect research, buyer alignment, ROI discussion, and co-creation into one consistent way of selling.
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Financial aid available,