IoT Sales Acumen (IOTSALES)


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

Prices & Delivery methods

Online Training

2 days

  • US$ 1,500
Classroom Training

2 days

  • United States: US$ 1,500


Currently there are no training dates scheduled for this course.