Complex Tech: Selling Technology & SaaS in a Hyper-Competitive Marketplace

The sales landscape for SaaS and Cloud Services has become exponentially more complex & more competitive. In the new technology sales paradigm sellers must move out of their comfort zone of selling into IT and instead shift focus to non-traditional departments and buying roles-where the budget for software and cloud services purchases is increasing in today's modern enterprises. 

In Complex Tech, cloud and SaaS sales expert Keith Lubner shows you exactly how to navigate this ever changing playing field, differentiate, consistently hit your forecast, and create "stickier", longer-term customer relationships.

In this course, you'll learn:

  • Why sales specific emotional intelligence is a game changer in the complex tech sale
  • The art of transforming your salespeople into cloud and SaaS selling superstars 
  • How to leverage the Business Guidance Sales Process that top performers utilize
  • 3 Step Business Guidance Influence Framework
  • How to identify and leverage stakeholder buying styles
  • How to ask the right discovery questions to engage stakeholders across lines of business
  • How to use the Business Guidance Battle Card to easily identify and frame-up opportunities
  • How to act like a "consultant" and make recommendations that move prospects to take action
  • And much, much more . . .

Complex Tech immediately enables you to win bigger and more diversified deals by moving beyond the CIO and selling across departmental stakeholder groups to capture and consolidate technology spend. You'll learn the right questions to ask, how to identify key influence frameworks, and how to shape the sales process to rapidly move deals to closed.  

 

Picture of Keith Lubner
FACILITATOR
About Keith Lubner

Keith Lubner is a globally recognized expert on sales enablement. He is an adviser to many of the world’s leading tech organizations helping them become more agile and adaptive through improved leadership, sales and marketing, and sales organization design strategies.  Keith is a frequently sought after speaker and has received numerous industry awards, including being named a 2016 Channel Visionary by ChannelPro.

 

Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1About Keith Lubner
  • Topic 2Selling Outside of Your Comfort Zone - the New Paradigm for Tech
  • Topic 3Business Guidance - a Better Way to Sell Complex Tech

Section 2: Sales Specific Emotional Intelligence and Excellence in the Complex Sale

  • Topic 1The Power of Sales Specific Emotional Intelligence
  • Topic 2Why It's Important to Make People Feel Important
  • Topic 3Prospects Always Remember How You Made Them Feel
  • Topic 4Sales EQ is Rocket Fuel
  • Topic 5The Adaptability Factor

Section 3: Planning for the Complex Sale

  • Topic 1Ranking Your Accounts (Part 1)
  • Topic 2Account Ranking Worksheet
  • Topic 3Account Personalities (Part 2)
  • Topic 4Personality Worksheet
  • Topic 5Your Total Value (Part 3)
  • Topic 6Cross Selling Worksheet

Section 4: 3 Step Business Guidance Process

  • Topic 13 Step Process (Part 1)
  • Topic 23 Step Process (Part 2)
  • Topic 33 Step Process (Part 3)
  • Topic 4It's Always About People and Never About Process

Section 5: Business Guidance Battlecard

  • Topic 1Business Guidance Battlecard
  • Topic 2Business Guidance Battlecard

Section 6: Discovery

  • Topic 1Business Guidance Discovery
  • Topic 2Understanding and Aligning to Your Customers Problems
  • Topic 3Listening is a Meta-Skill in the Complex Sale
  • Topic 4BONUS: Discovery Questions

Section 7: Best Practices for the Complex Sale

  • Topic 1BGS Best Practices
  • Topic 2Trust is Built One Brick at a Time

Section 8: Bonus Resources

  • Topic 1How the Cloud Landscape is Rapidly Evolving
  • Topic 2Download Business Guidance Article
  • Topic 3Channel Masters: Ken Thoreson's Tips for Partners
  • Topic 4Channel Masters: Ken Thoreson - Vendors & Brilliance

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