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GROWING WITH OUR CLIENTS

25+ Years of
Experience to help you Grow

After 25+ Years of Successfully Leading Technical Sales Teams, I attended and practiced over a dozen sales method classes. Some good and some bad, but I always took away a few key learning to apply and improve my sales game.

For the last 5 years, I have taken these key lessons and converted them into customizable methods based on your business GTM strategies, practices, approach, and your specific technology and messaging.

Consistency

Adopt a Documented Repeatable Sales Process.

Improvement

Up-skill your teams at every stage of sales.

Performance

With Execution comes Performance. Drive More Results with skills your people can execute.
WHERE CAN WE HELP YOU

Improve Your
Sales Results

For the last 5 years, I have taken these key lessons and converted them into customizable methods based on your business GTM strategies, practices, approach, and your specific technology and messaging.
Prospecting
We teach an Omni Channel Approach that includes LinkedIn, Calling, Video, and Email that will create more Connections, Conversations and Convert them to customers.
Connections
Increase your connectedness to your existing customers and target buyers. Advanced Search techniques and messaging for the Modern Buyer.
Conversations
Your prospects will see the value in your business and create triggers we can capitalize on.
Discovery
The key to discovery is to uncover the value your solutions have to offer. We teach teams to find that value and leverage that throughout the Sales Process.
Qualification
Qualification is about Buyer Engagement. We teach sellers to drive engagement and how buyers behave is the key ingredient to qualification.
Negotiations and Results
Let's face it, Buyers want to feel like they got a good deal. Preserve more margin, increase deals size, and construct's by suggesting ways you can help them win too.
Sales Training programs for your entire Technical Sales Teams
  • Social Selling
  • Prospecting
  • Sales Methods
  • Sales Engineers Sales Training

Social Selling
Workshops

  • LinkedIn Branding
  • Professional Profile Makeovers
  • Advanced Searching
  • Target, Follow and Drive Engagement
  • Increase Connections, Conversations & Conversions
  • Show the Value you offer with Content
  • Generate 3x the leads of Email and Phone calling alone!

“Prospect Better and Sell More”

This is an 8-week x 1hr online and 1hr virtual coaching workshop.
Max 20 Students per class.

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SDR/BDR Omni Channel Approach

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10 KEY FACTORS for Omni Approach Campaigns

1. Prospecting is a campaign, not a single attempt

2. Email is the core method of attempted contact

3. The phone isn’t dead, but is used differently

4. Connect via ‘issues’ important to your prospect

5. Use personalized video email as a differentiator

6. A social touch (LinkedIn) will increase overall conversion

7. Use what your prospect uses; LinkedIn, Twitter

8. Timing matters, think ‘triggering event’

9. Campaigns are delivered over time

10. Measure the campaigns effectiveness

Prospecting Methods
Cold Call Telephone
Email
Referrals
Request a Meeting
Direct Mail
Social Networking
Video Email
Telephone/Email/Video Email – Thunder and Lightning **
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Customer Centric Selling
Sales Methodology

Customer Centric Selling is customized with your products/ solutions and teaches every sales stage

We work with sales teams to implement a consistent, repeatable sales process that;

  • Salespeople can be taught to execute
  • Management can be taught to monitor, coach, and inspect
  • Marketing can support sales-ready messaging for alignment
  • Represents the organization’s best-selling practices

The Definition of
CustomerCentric Selling

CustomerCentric Selling® is asking questions in order to help buyers visualize how to use your offerings to:

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…and then facilitating the customer buying process.

CCS – Selling Skills

  • GOAL IDENTIFICATION
    Interest Qualification
  • SOLUTION DEVELOPMENT
    Empower the Buyer to achieve goals by solving problems and satisfying needs while establishing business value
  • CHAMPION DEVELOPMENT
    Confirm understanding and negotiate access to Key Players
  • KEY PLAYER DEVELOPMENT
    Identify the goals and objectives of Key Players to get the project sold, funded and implemented
  • OPPORTUNITY QUALIFICATION
    Understand the buying process
  • OPPORTUNITY CONTROL
    Establish a mutually agreed upon Sequence of Events
  • NEGOTIATIONS
    Preserve Margin, Increase the solution by using Get/Give

Sales Training
for Sales Engineers

Sales Engineering training to equip your employees to be rockstar engineers, regardless of previous experience, education level, or current position.

  • We train your current Engineers to accelerate with the Sales Teams
  • We train your TAC and IT Engineers to be Sales Engineers
  • Bring on new Engineers with a Certified program to get them field ready

What are the top traits of a Tech Sales Engineer?

  • Interpersonal Skills – Ability to build relationships with clients and effectively collaborate with other members of the sales team.
  • Problem-Solving Skills – Ability to listen to the client’s requirements and challenges, and then recommend solutions to solve those challenges.
  • Self-Confidence – Ability to confidently and persuasively deliver technical sales presentations and demonstrations.
  • Quick and Life-Long Learner – Ability to quickly absorb technical information, and to stay abreast of the rapidly changing technology marketplace.

4 Week Bootcamp

Week 1: Starting your SE Journey (Digital self-paced)
Week 2: Dissecting the Sales Cycle (Digital self-paced)
Week 3: Interacting with Clients (Digital self-paced)
Week 4: Becoming a Tech Sales Engineer (Live in-person 2 to 4 day Boot Camp)

Course Overview

  • Digital Self-Placed Modules
  • Knowledge Check Quizzes
  • Skill Building Exercises
  • Live Instruction & Coaching
Week 1
Starting Your SE Journey
  • Introduction to Sales Engineering
  • Role-Play Scenario Overview
  • Time Management
  • Client Segmentation
  • Competitive Analysis
  • Sales Methodologies
  • Customer Relationship Management (CRM) Systems
Week 2
Dissecting the Sales Lifecycle
  • Sales Cycle Overview
  • Product Development and Demand Generation
  • Lead Qualification
  • Needs Assessment and Discovery
  • Responding to Request for Proposals
Week 3
Interactive with Prospects and Clients
  • Public Speaking
  • Creating and Delivering Presentations
  • Product Demonstrations
  • Whiteboarding
  • Product Evaluations and Proof of Concepts
  • Quotes and Proposals
  • Negotiation and Closing the Deal
GREAT REVIEWS FOR OUR SERVICES

Customer Testimonials

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Big shout out to Dave for helping our team to not only expand their sales skills and knowledge but also creating a path to apply the techniques to everyday business dealings. We have increased sales across the board and will certainly be coming back for more. Thank you Dave.
BARRY ANDERSON
Riverstone Technology
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We were fortunate enough to have Dave come in and spend a week with our team. I have to say, I've been through a lot of sales trainings in my career, and Dave's program is by far the most impactful week I've been a part of. The entire program was a blast to learn and had our team fully engaged all week long.

I wanted to take a few weeks before writing this review to see how our team applied the tools and skills learned during this week, and I'm glad I did. My team and I have seen immediate results in our client engagements, sales, and team morale is at an all-time high.

If you are looking to give your team a boost in performance, I highly recommend considering Dave and his program. You will certainly be glad you did!
BRANDON SORENSEN
Americas
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Dave, your training on Customer Centric Selling was excellent and very informative. I’ve been in sales for 8 years and you’ve given me specific concrete tools - new tools- that will help me help my customers and add value to their organizations. Highly recommend your course- for new or experienced sales employees! Kennan
KENNAN KUFFEL
Right! Systems, Inc.
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Copyright 2022 The Tech Sales Coach. All rights reserved.

Copyright 2022 The Tech Sales Coach. All rights reserved.