IoT Sales Acumen (IoTSALES) Course

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Duration:   2 Days

Price:          $1500

Dates:         View Schedule

Who should attend

Customer-facing roles within enterprise IoT sales channel.


IoT Essentials (IoTESS) or experience and working knowledge of IoT within the Enterprise.

Course Objectives

  • Recognize how IoT can be a problem-solving tool for solving your customer’s problems and achieving their business outcomes.
  • Develop an awareness of how to conduct prospecting and discovery for IoT opportunities.
  • Recognize how to resolve customer concerns within IoT opportunities
  • Recognize how to effectively close IoT solutions

Outline: IoT Sales Acumen (IoTSALES)

Day 1

Topic 1: Bringing IoT to your Customers

  • Understand the impact of IoT being an adaptive challenge not a technical challenge to approaching IoT opportunities
  • Understand your customer’s Digital Journey and the role of IoT in it
    • Customer Business Outcomes
    • Customer Awareness of their incumbent problems
  • Buyer Intelligence and Buyer Personas in IoT opportunities.
  • How does IoT create value for Businesses today?
  • Opportunity Qualification for IoT

Topic 2: Recognizing the value of Prospecting in an IoT opportunity

  • Assessing the Customer Relationships with new and existing customers
  • Researching and Understanding how to gather intelligence on customers of IoT solutions
  • Learn to align with a prospect’s Enterprise IoT Vision or strategy.
  • Assessing the Customer’s IoT Readiness

Topic 3: The role of Discovery in an IoT Opportunity

  • Leverage the Discovery framework to IoT sales opportunity management.
  • Power of Envisioning and Design Thinking
  • Preparing for a Discovery Session
  • Eliciting Customer outcomes and problems using the Discovery framework.

Topic 4: Resolving Customer Concerns

  • Understanding the model for addressing and resolving customer concerns
  • Using the model for addressing and resolving customer concerns
  • Best practices of resolving common customer concerns in IoT opportunities

Day 2

Module 5: The role of Sales in an IoT Solution Design

  • Managing different buyer personas and stakeholders.
  • Understanding the power of co-creation
  • Employ best practices from design-thinking and problem-solving methods
  • Preparing a Design session for understanding Business outcomes
  • Opening and Closing the above Design session

Module 6: Conducting an IoT Solution Design

  • Understand the Solution Dialogue approach
  • Preparing for the Presentation/Solution Dialogue
  • Opening the Solution Dialogue
  • Facilitating the Solution Dialogue using Storytelling methods
  • Closing the Solution Dialogue

Topic 7: Securing customer buy-in on an IoT Opportunity

  • Understand the Consultative Commitment model – The consultative mindset
  • Using the Consultative Commitment model
  • Building cross-organizational support in your customer’s organization
  • Best practices from securing closing IoT sales opportunities
  • Preparing for a Discovery Session

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Brains Of Our Experts

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Chuck Terrien


My Technology Perspective

Chuck's thirty plus year career has always been in technology running the gamut from Architecture/Design through Test to Marketing. His overriding passion has always been about enabling people and companies to utilize technology in the most effective ways possible.

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VP Sales and Marketing

My Technology Perspective

In his early career David had experience working around WAN solutions and services including DSL, Frame Relay and ATM.  On top of the experience David did presentations, product management and marketing on Voice over IP. VoIP become David’s primary expertise and he spent a great deal of time on supporting professionals as they dealt with the ever changing standards and solutions in that space including Computer Telephony Integration issues, H.248 and H.323 (SIP).

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