Module One:
- - Lead generation tools (automation)
- - Analysis of the sales funnel (stages, control)
- - Working sales channels (without Upwork)
- - Ways to grow your lead (Social Proof)
- - Overview of the IT market and competitors
- - Modern sales structure with metrics (roles, responsibilities, OKR)
- - The process of building a department from scratch (where to go and where to start)
Second Module:
- - Marketing sales channels
- - Negotiations in IT (we close projects, we sell service)
- - Planning your own sales performance
- - Workflow and Commercial Offers
- - Business models and main differences, risks
- - Commercial offer (types of offers)
Third Module:
- - Product versus IT Service
- - The main risks in the design development
- - Communication with the C-Level Guide: key selling issues
- - Sales castes: development levels of sales
- - Project architecture (describe the advantages over the sale)