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This course is designed to help Sumo Logic sales professionals improve their skills in cold calling, discovery calls, demos, and customer go-lives. The course will cover role-playing exercises for each of these areas, so that participants can practice and receive feedback in a safe and supportive environment. In the cold calling section, participants will learn how to make an effective introduction, ask probing questions, and overcome objections. They will also practice active listening and learn how to tailor their pitch to the needs of the customer. In the discovery call section, participants will learn how to ask questions that uncover the customer's real needs and pain points. They will also practice active listening and learn how to effectively use Sumo Logic's features and capabilities to address the customer's needs. In the demo section, participants will learn how to structure an effective demo that highlights the key features and benefits of Sumo Logic. They will also practice active listening and learn how to effectively answer questions from the customer. In the customer go-live section, participants will learn how to effectively prepare for and execute a customer go-live. They will also practice active listening and learn how to troubleshoot common issues that may arise during a go-live.
More course informationSystems Engineer Sales Fundamentals
This course is designed to give Sumo Logic systems engineers a comprehensive overview of our GTM organization, sales process, offers and pricing (including data tiering and credits), intro to Value Drivers (BVO and BVA), Sales Incentive Plan (SIP), partner landscape, partner development and enablement, competitive landscape, and Sumo Logic differentiators. This course will cover the following topics in detail: GTM Org 101: Sumo Logic's go-to-market strategy including market segments, target customers, and sales channels. Sales Process Overview: This section will provide an overview of our sales process, including our offers and pricing (including data tiering and credits), intro to Value Drivers (BVO and BVA), Sales Incentive Plan (SIP), partner landscape, partner development and enablement, competitive landscape, and Sumo Logic differentiators. Offers and Pricing (Including Data Tiering and Credits): This section will provide an overview of our offers and pricing (including data tiering and credits), intro to Value Drivers (BVO and BVA), Sales Incentive Plan (SIP), partner landscape, partner development and enablement, competitive landscape, and Sumo Logic differentiators. Intro to Value Drivers: This section will provide an introduction to our Value Drivers (BVO and BVA), including an overview of how they work and how they can help you sell Sumo Logic. Sales Incentive Plan (SIP): This section will provide an overview of our Sales Incentive Plan (SIP), including how it works and how it can help you sell Sumo Logic. Partner Landscape: This section will provide an overview of our partner landscape, including our partner development and enablement programs. Partner Development and Enablement: This section will provide an overview of our partner development and enablement programs, including how they can help you sell Sumo Logic. Competitive Landscape: This section will provide an overview of our competitive landscape, including how we stack up against the com
More about this courseSales Fundamentals
This course is designed for Sumo Logic sales professionals and will cover the following topics: 1. Go to market Organization Overview - This section will provide an overview of Sumo Logic's go to market organization, including the various sales teams and their roles and responsibilities. 2. Sales Process - This section will cover Sumo Logic's sales process, including the steps involved in prospecting, qualifying, and closing deals. 3. Customer Cadence Call - This section will introduce Sumo Logic's customer cadence call process, which is used to keep customers engaged and updated on their account status. 4. Offers and Pricing - This section will cover Sumo Logic's offers and pricing, including the various discount tiers and how to configure pricing for specific deals. 5. Intro to Configure Price and Quote - This section will provide an introduction to Sumo Logic's Configure Price and Quote tool, which is used to generate quotes for customers.
More about this courseSecurity and Sales Plays
This internal professional development course for Sumo Logic will cover SOAR (Security Orchestration, Automation, and Response) and Modernize Security Operations. The course will also cover Cloud Security Monitoring and Analytics, and Cloud SEIM (Security Event and Incident Management). The course will provide an overview of each topic, and then delve into the details of each. The course will cover the following topics in detail: SOAR: -What is SOAR? -The benefits of SOAR -How to implement SOAR -The challenges of SOAR -SOAR use cases Modernize Security Operations: -What are the challenges of modern security operations? -How can SOAR help modernize security operations? -The benefits of modernizing security operations -How to implement SOAR in security operations -SOAR use cases in security operations Cloud Security Monitoring and Analytics: -What are the challenges of cloud security monitoring and analytics? -How can SOAR help with cloud security monitoring and analytics? -The benefits of using SOAR for cloud security monitoring and analytics -How to implement SOAR in cloud security monitoring and analytics -SOAR use cases in cloud security monitoring and analytics Cloud SEIM: -What is cloud SEIM? -The benefits of cloud SEIM -How to implement cloud SEIM -The challenges of cloud SEIM -Cloud SEIM use cases
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