Pre-Sales Best Practices that Drive Business (PSBP)

Sales Engineering Managers and Directors, Sales Engineers, Sales Reps

As an SE or sales professional, ever wonder if there is a method to the madness?

This class applies structured engineering best practices to the SE’s technically oriented role. We examine the SE’s role and show that a little process goes a long way toward reducing the time to technical decisions, improving the win rate, and growing deals. Using engineering techniques such as structured analysis, checklisting, and modeling, SEs will improve skills related to:

• Consultative selling
• Discovery and qualification questioning
• Stakeholder Analysis to generate faster customer decisions

Through engaging and unusual exercises, SEs learn how to leverage their technical credibility to directly impact their business by:

• Asking questions that dig deep for business problems. This expands the solution scope and grows the deal.
• Prompting the customer to quantify their business problems so the SE can establish clear compelling value. This gets faster technical decisions and holds price.
• Developing a qualification discovery checklist. This helps cleanse technical sales funnels and improve the win rate.
• Building a visual model to prioritize which stakeholders to spend time with

In class, SEs will apply best practices to one of their deals to begin deriving immediate value from Structuring the Solution Sale.

Attend the Salesengineering,com Webinar series for your chance to win a free seat in this class. For more details, visit the Webinar Page of the Fast Lane website.

About the Instructor: Phil Janus has over 20 years experience in pre-sales operations. Leveraging his background in pre-sales, continuing adult education, and instructional design and development, Phil founded salesengineering.com (SEDC) in 1997 to fill the void of pre-sales specific services, training, and productivity tools. He has led the development of a repeatable pre-sales change management program that empowers subject matter experts (SMEs) to leverage their technical credibility to impact business. SEDC’s offerings have been provided in nearly 50 countries to thousands of pre-sales professionals. Prior to SEDC, Phil was a pre-sales manager/director, pre-sales engineer, and database engineer at companies such as Digital Equipment, Sybase, UniSQL, and Siemens. Phil’s pre-sales expertise has been quoted in media such as Selling Power magazine, Harvard Business Review, trainingindustry.com, VARBusiness, and CRM Magazine.