Selling into Industries: Technology Companies

42mIntermediate2018-05-17

Authors

Lisa Earle McLeod

Keynote Speaker, Author, Consultant

Elizabeth Lotardo

Vice President of Client Services at McLeod & More, Inc.

Course details

Tech firms move fast and make decisions quickly. In this course, learn how to figure out who your tech buyer is and how to win their business in an ever-changing environment. Lisa Earle McLeod and Elizabeth McLeod guide you through the world of tech, spelling out tech jargon, key industry trends, and the tech funding process so that you can tailor your sales approach to your buyer. Learn how to unpack your potential client's competitive landscape, connect yourself with pertinent financial metrics, and break through the clutter to get yourself noticed.

Learning objectives
Understanding the nuanced titles of tech and identifying key buyers
Technology terms you need to know
Understanding tech financial metrics
Determining where your sale fits in the funding process
Connecting to your buyer's challenges and aspirations
Creating pitch decks, proposals, and contracts

Skills covered

Sales SkillsSalesDeep Dive (X:Y)

Concepts

0. Introduction

01 - Welcome
02 - What you should know before watching this course

1. Setting Yourself Up for Success

03 - Understanding the tech landscape
04 - Tech jargon
05 - Key buyers in the tech world
06 - Adapting to today's trends
07 - Tech Funding 101

2. Tailoring Your Approach

08 - Your customer's technology
09 - Using technology to communicate with the buyer

3. Creating Urgency

10 - Connecting to financial metrics
11 - Your client's competition
12 - Codifying value

4. Closing the Deal

13 - Pitch decks
14 - Proposals and contracts
15 - Keeping your sale intact

Conclusion

16 - Next steps