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Advanced Selling Techniques for Complex Digital and Enterprise Solutions

This course builds key competencies for sales and business specialists by looking at opportunities in digital services, the internet of things, unified communications and virtualisation.

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Course Overview

Driven by changing industry dynamics, the selling landscape of telcos has evolved and organisations must adapt their selling strategies and methods to meet financial performance and KPIs.

This course builds key competencies for sales and business specialists by looking at opportunities in digital services, the internet of things, unified communications and virtualisation. Build a systematic approach in your organisation to selling technical, digital and ICT solutions that meet customer needs.

In-Company Only

Duration: 2 Days

PRICE: Contact Us


Why Choose This Course?

Why choose the programme

  • Learn to excel at B2B solution selling
  • Develop a tailored action plan for a better sales environment
  • Highly interactive with team-based business simulation
  • Leverage success by up-selling and cross-selling

Who is it for?

  • Mid-level sales staff
  • Future Managers
  • Telecoms Specialists
  • Enterprise Sales Consultants
  • Key Account Managers
  • Technical Consultants
  • Solutions Architects
  • Heads of Departments
  • Sales Managers
  • Sales Directors

Programme Modules

  • Telecoms and ICT Solutions
  • The Modern Customer
  • Communication Skills
  • Diagnosing Needs
  • Enterprise Sales Process
  • Customer Value Proposition
  • Managing Resistance or Reluctance
  • Negotiation Skills
  • Presenting at CXO Level

Learning Outcomes

Benefits for the Professional

  • Convert customers’ motivations into product characteristics and benefits
  • Understand customer motivations to deliver a solution-orientated product or service
  • Utilise value adds within your proposal and demonstrations
  • Ask effective questions to learn client needs
  • Implement methods of up-selling and cross-selling your product/service

Benefits for the Organisation

  • Apply customer-focused selling for your complex technology solutions
  • Review competitors and develop a comprehensive strategy to combat
  • Implement a follow-up process to generate more repeat and referral business 

What Are People Saying?

Programme Details

The programme provides PACE enabled training to maximise both competency development and confidence 

Module 1

Telecoms and ICT Solutions

Module 2

The Modern Customer

Module 3

Communication Skills

Module 4

Diagnosing Needs

Module 5

Enterprise Sales Process

Module 6

Customer Value Proposition

Module 7

Managing Resistance or Reluctance

Module 8

Negotiation Skills

Module 9

Presenting at CXO Level

Customised In-Company Solutions

Expert insight, delivered in a format to suit your needs, to enhance knowledge and drive performance in your team.


We take a consultative approach to learning: our learning & development consultants will work closely with your team to establish your unique business needs and define success measurements.


“The professionalism when working with Telecoms & Tech Academy allowed me to achieve my goals. We thank you for the support throughout the course.”


Eric Jacobson, Learning Solution Manager, MTN Group



We’ll hand pick a leading practitioner to create and deliver a technical or commercially focussed programme, at your location – wherever that may be globally.


We develop specialised online learning programmes using our virtual learning platform so your teams can learn anytime, anywhere – both on-demand or through online live classes.


A mix of online and face-to-face - your business taps into our leading online learning experience and gets valuable face-time with leading practitioners.