Technology Sales Training

IT | Software | Engineering | Telecommunications

In today’s competitive high-tech markets it is very common for technical professionals to find themselves in a selling role — falling into common traps like focusing on ineffective feature-and-benefit selling, talking overly-technical to C-level executives, giving away valuable unpaid consulting advice, and spending too much time with prospects who will never buy.

Additionally, salespeople often present a solution when a prospect isn’t ready to buy, or has little or no authority to make a decision. Most importantly, technical sales reps tend to talk too much and don't listen to customer’s needs.

Video Overview
Technology Sales Training

We provide customized sales training solutions and services that provide technology industry sales teams with the skills to:

Ask powerful questions that get technology buyers to divulge important business information.
Create a powerful business case that will motivate both technical and non-technical decision-makers.
Develop a systematic approach to selling
Excel at solution selling — designing and finding solutions for customers’ complex business needs.
Shorten the sales cycle and close more business at higher margins.

CLIENT LIST: Technical Sales Training

Here is a list of just some of the companies we’ve provided sales and management training within the IT, software, telecommunications, engineering, automation, systems integration, and process controls industries. To learn how we can develop customized solutions for your organization to tackle your specific sales challenges, call Paul Cherry at 302-478-4443.

CASE STUDY: Global IT Software Solutions Provider

Challenge

Highly technical sales professionals had difficulty gaining access and engaging key decision-makers. Additional challenges included the following:

Lack of structured sales and sales management process in place.
Each technical sales professional sold differently.
Lack of consistency and accountability.
Marketing department did not communicate with sales department.
Sales professionals were calling on IT points of contact when they should have
been selling at a higher level.

Solution

PBR put together a sales training and sales management training program focused on building a credible business solution that appealed to customers emotions and the logic to act.
PBR also customized a C-level executive sales training program to equip the sales reps to proactively call on senior executives, CEOs, CFOs, and VPs.

The Results

IT software solutions provider documented $10,538,000 of sales revenue as a direct result of the 5-month sales training program.
Sales professionals consistently sold all four product lines to meet performance targets.
Sales team demonstrated the following sales improvement activities:

15.4% increase in sales calls.
21.8 % increased access to C-suite executive.
Shortened sales cycle by 14.9%.
Increased closure rate by 15.2%.
Greater marketing and sales collaboration to speed up product launches.

12 months after the training program, sales revenues increased by 18%.

How We Deliver Training

For Technology Sales Teams

For Individual Technology Sales Reps
and Managers

Customized Workshops

Questions That Sell™
Questions That Get Results™