How To Get A Technical Customer Facing Role in 2020

Course Curriculum

Chapter 1: What's in it for you? Why should you consider a Technical Customer Facing role?

Lecture 1: Who am I and how can you get the most out of this course?

Lecture 2: Why are technical customer facing roles valuable and what are the opportunities?

Lecture 3: How to get the skills and experience for a technical customer facing role?

Chapter 2: Business Skillset #1: Market Development

Lecture 1: Why market development is an important fundamental skills for your career?

Lecture 2: What are the key skillsets of market development?

Lecture 3: How to implement an account based market development strategy?

Lecture 4: How to frame your ideal customer profile?

Lecture 5: How to frame your ideal buyer persona?

Lecture 6: How to deploy the right value proposition pitch at the right time?

Lecture 7: What is prospecting and why is it important?

Lecture 8: How to qualify an opportunity using BANT?

Lecture 9: What are some other useful qualification methods?

Lecture 10: How to prioritize your lead pipeline?

Lecture 11: What roles allow you to develop this skillset?

Lecture 12: What are the potential career transitions for a SDR?

Chapter 3: Business Skillset #2: Sales

Lecture 1: Why is sales an important fundamental skills for your career?

Lecture 2: What are the key skillsets of sales?

Lecture 3: What are the key metrics for sales?

Lecture 4: What are some useful sales frameworks?

Lecture 5: How to use the MEDDIC method to qualify an opportunity?

Lecture 6: How to adapt the MEDDIC method to a company's sales context?

Lecture 7: What are the typical stages in a sales cycle?

Lecture 8: How to prioritize and manage your sales opportunity pipeline?

Lecture 9: How to prepare for different stages of a sales opportunity life cycle using GVAP

Lecture 10: How to provide an effective sales demo?

Lecture 11: How to build a business case?

Lecture 12: How to use OKRs goal management framework on the new business side?

Lecture 13: How to get buy-in from different stakeholders?

Lecture 14: How to handle sales roadblocks or obstacles using the ACERT framework?

Lecture 15: How to negotiate a sales deal using BATANA methodology?

Lecture 16: How to prepare for negotiation throughout the stages of your sales?

Lecture 17: What roles allows you to develop a Sales skillset?

Lecture 18: What are the potential career transitions or promotions for an AE?

Chapter 4: Business Skill Set #3: Customer Success

Lecture 1: Why are customer success skills important for your career?

Lecture 2: What are the key skillsets of customer success?

Lecture 3: How to help customers achieve outcomes?

Lecture 4: How to use OKRs goal management framework on the post-sales side?

Lecture 5: How to set account success goals?

Lecture 6: How to handle product implementation?

Lecture 7: How to help a customer with your product go-to-market strategy?

Lecture 8: How to become an effective problem solver for your customers?

Lecture 9: How to prepare for a QBR meeting?

Lecture 10: How to manage your portfolio of customer accounts?

Lecture 11: How should you approach customer renewals?

Lecture 12: How to find upsell and expansion opportunities?

Lecture 13: What are key metrics for customer success?

Lecture 14: What are some Customer Success frameworks?

Lecture 15: What roles allow you to develop Customer Success skill sets?

Lecture 16: What are potential career transitions for CSMs?

Chapter 5: Technical Skillset #1: Understanding Software Engineering

Lecture 1: Why is software engineering skills important for your career?

Lecture 2: What aspects of software engineering are useful for a technical customer facing

Lecture 3: What is the fundamental understanding of software engineering?

Lecture 4: What are the fundamental understanding of Object-Oriented Programming?

Lecture 5: What are the fundamental understanding of Functional Programming?

Lecture 6: What are the common data structures and their use cases?

Lecture 7: What are common algorithms, their uses cases, and space time complexity?

Lecture 8: What are the key concepts in software architecture design?

Lecture 9: What are the common software architecture patterns?

Lecture 10: What are the fundamentals of the frontend?

Lecture 11: What are the fundamentals of the backend?

Lecture 12: What are frameworks and libraries?

Lecture 13: What are APIs and their use cases?

Lecture 14: What is software testing and why it's important?

Lecture 15: What is DevOps and its role in the software development life cycle?

Lecture 16: What are some key concepts of security and authentication?

Lecture 17: How can you develop these software engineering skillsets?

Chapter 6: Technical Skillset #2: Understanding Data and Business Intelligence

Lecture 1: Why understanding data and business intelligence is important for your career?

Lecture 2: What aspects of data and business intelligence is useful for a technical custome

Lecture 3: What is the data science hierarchy of needs?

Lecture 4: What is OLTP vs OLAP?

Lecture 5: What are the components that makes up a data warehouse architecture?

Lecture 6: What is the ETL Process?

Lecture 7: What are some data modeling types?

Lecture 8: What's the purpose of ERM diagrams?

Lecture 9: What are the different dimensional schema models in a data warehouse?

Lecture 10: What's the difference between SQL vs NoSQL?

Lecture 11: What are some best practices in data visualization?

Lecture 12: How can you develop these data analytics and business intelligence skillsets?

Chapter 7: Hybrid Skillset #1: Understanding Product Management

Lecture 1: Why is product management skills important for your career?

Lecture 2: What aspects of product management is useful for a technical rep?

Lecture 3: What are some project management best practices?

Lecture 4: How to make decisions based on benefits and tradeoffs using SWOT analysis?

Lecture 5: How to scope a product or solution roadmap?

Lecture 6: How to decide on product goals and metrics?

Lecture 7: What are some useful Product Management frameworks?

Lecture 8: How to leverage Agile development methodology?

Lecture 9: What are some leadership best practices?

Lecture 10: How do you develop a product management skillset?

Chapter 8: How To Get a Technical Customer Facing Role?

Lecture 1: What is a TCSM and what value do they bring to a company?

Lecture 2: What is a Sales Engineer and what value do they bring to a company?

Lecture 3: How to position yourself for a technical customer facing role?