Develop with Dell: Sales Program

Introduction to IT Sales

This is the first course in a series of courses designed to prepare you for a career in Sales. This course provides an overview of sales careers and how to prepare for those careers, while providing foundational professional skills and the basics of an IT sales campaign.

This course is aimed at people interested in starting a career in IT Sales. Learners are not required to have prior sales or technical experience. This course is recommended for students who are beginning their career journey or transitioning to a different career.

Learning Objectives

By the end of this course, you will be able to:

• Communicate relevant information about their background, education, skills, and experience in a concise format.

• Identify and describe behaviors associated with the NACE Career Readiness Competencies

• Analyze sales job posting requirements and the ways in which the learners' experience aligns to each.

• Summarize typical tasks required in entry-level sales roles. 

• Identify ways to demonstrate active listening.

• Identify and apply principles of professional communication.

• Define Emotional Intelligence and identify strategies to improve EQ.

• Describe ways that emotional intelligence and adaptability can make you a better seller.

• Describe best practices for working with others based on personality type.

• Articulate the value of their personal brand.

• Identify components of their personal brand.

• Create and deliver a personal sales candidate pitch. 

Territory Account Management

This course explores the intersection of business acumen with sustainability principles, emphasizing their increasing importance in today’s marketplace. Participants will learn to craft and implement effective sales strategies that align with customer needs and organizational goals while adapting to evolving market conditions and technological advancements. Through practical exercises, learners will develop innovative solutions tailored to meet customer requirements, ultimately driving sales success. 

Learning Objectives

By the end of this course, you will be able to:

• Describe the core concepts of sustainability and its relevance in today’s world.

• Identify key elements for developing industry acumen.

• Identify and articulate major technology trends, including AI, that are reshaping the IT sales landscape.

• Demonstrate the ability to adapt their sales strategies and approaches based on changing technology, customer preferences, and market conditions in the IT industry.

• Recognize and articulate common customer pain points within the IT industry.

• Apply structured problem-solving techniques to propose tailored solutions that meet customer needs and drive sales success.

• Identify techniques for collaboratively creating solutions with clients during the sales process.

• Create an effective territory management plan.

• Analyze sales data and market trends to identify opportunities and challenges within their territory

Setting Up Your Sale

This course is designed to provide you with the key ingredients needed to set up your IT sale. You will learn strategies for researching the needs of your customers, establishing credibility, and building rapport.

This course is aimed at people interested in starting a career in IT Sales, so learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career and those looking for a career change or transition. 

Learning Objectives

By the end of this course, you will be able to:

• Identify and demonstrate effective strategies for qualifying opportunities.

• Describe the sequence and significance of each stage of the sales process.

• Use knowledge of buyer types and motivations to craft probing questions appropriate for each buyer type.

• Describe the importance of regular customer research Identify the various sources of information involved in customer research.

• Identify the factors that are key for establishing credibility & trust with customers (and what happens without it) Adopt a mindset of building trust with customers. 

• Identify the five key areas for establishing rapport.

• Identify strategies for compelling insights to the right contact within the customer organization.

• Describe the benefits of As a Service model.

• Describe the reasons that digital transformation is important to organizations. 

• Describe key data center technologies.

• Describe the relationship between software and external hardware in the functioning of a computer. 

• Identify the key components of a computer. 

• Discuss, understand, and practice probing and drill-down questioning to uncover further important customer information. 

Selling with Confidence

This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is aimed at people interested in starting a career in IT Sales, so learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career and those looking for a career change or transition.

Learning Objectives

By the end of this course, you will be able to:

• Communicate the ways that a proposed solution will deliver business value.

• Evaluate the relationship between value propositions and buyer motivations.

• Identify the four key components of a value proposition.

• Create and deliver compelling presentations that effectively communicate value propositions and address customer needs.

• Apply key influencing techniques to engage clients, build rapport, and persuade decision-makers during sales discussions.

• Demonstrate essential negotiation skills to navigate discussions with clients confidently.

• Identify common types of customer objections.

• Use three step approach (acknowledge, understand, respond) to address customer issues.

• Build and deliver a value proposition to secure customer commitment.

• Identify best practices for keeping control of the call.

• Identify best practices for creating resumes and participating in interviews.