Explore career opportunities in emerging technology careers and learn effective sales skills through a proven four-step methodology.
The technology sales sector is rapidly expanding, with many opportunities for skilled professionals to connect technical solutions with decision-makers. As industries increasingly shift from traditional computing systems and outdated storage solutions, they are embracing cutting-edge technologies such as artificial intelligence, blockchain, cloud computing, and cybersecurity. This change makes the role of sales professionals more important than ever by improving operational efficiency, reducing vulnerabilities, and cyber threats. In this dynamic landscape, effective sales expertise is essential for guiding businesses through the transition to modern, scalable technology. The course, ‘Fundamentals of Technology Sales’ offered by the University of Maryland on Coursera, equips participants with the knowledge and skills necessary to navigate this rapidly evolving market, equipping confidence to drive revenue for both employers and customers while transforming businesses into secure, scalable environments.
Module 1
Introduction to the Fundamentals of Technology Sales
This module gets individuals acquainted with the learning experience and course format. In the context of the fundamentals of technology sales, individuals get to meet the faculty, highlight their expertise and background in technology sales, and connect with classmates from diverse backgrounds, fostering collaboration and discussion. Furthermore, this module contains a video and readings to get users familiarised with the exploration of technology sales and the skills required to excel in the fast-evolving industry.
Duration: 25 minutes
Videos : 1
Readings: 2
Module 2
The Role of Technology in Technology Sales
This module explains how emerging technologies are creating opportunities for sales professionals and building knowledge of cloud computing and cyber security. This module aims to teach users about cloud technology sales and cybersecurity sales, along with insights into various sectors and industries, including the federal government and the structure of technology sales organisations. Moreover, this comprehensive module equips you with the knowledge and skills needed to excel in the rapidly evolving field of technology sales.
Duration: 1 hour
Videos : 8
Readings: 1
Module 3
The Four-Step Sales Process
This module delves into the critical steps of the sales process, focussing on how to effectively prospect, assess customer needs, and propose tailored solutions. The module covers essential steps, including prospecting, where individuals learn strategies to identify potential customers; needs assessment, which teaches how to uncover and understand client requirements; and proposal mechanics, focussing on crafting compelling solutions. This extensive module equips the practical skills necessary to navigate the sales process effectively and meet customer needs with precision.
Duration: 1 hour
Videos: 7
Quiz: 1
Module 4
Closing the Sale
This module explores the final stages of the sales process, focussing on essential topics like sales pipeline management, closing deals, and effective sales goal planning and forecasting. It elaborates on different customer styles to tailor approaches, followed by negotiation techniques that equip you with strategies to successfully close deals. The videos and readings of this module offer practical advice to enhance sales performance and another on sales forecast models, which delves into various methods for predicting sales outcomes and how to effectively manage the final stages of the sales process in closing deals and achieving sales goals.
Duration: 1 hours
Videos: 4
Readings: 2
Module 5
Next Steps
This concluding model not only marks the end of the training but also reinforces the importance of the accomplishments. It serves as a reminder of the growth achieved and the new opportunities that await in the field of technology sales. By celebrating the completion, this module aims to inspire individuals to continue professional development and confidently pursue career goals. By celebrating accomplishments and looking ahead, this module aims to inspire individuals to apply what they’ve learnt with confidence, ensuring they are well-prepared to make an impact in the field of technology sales.
Duration: 7 minutes
Videos : 1
Readings: 1
Course Overview
Platform: Coursera
Duration: 4 hours
Difficulty: Beginner
Flexibility: Self-paced
