SE Skills Project Managing the Solution Sale (SPMS)

Through SEskills, the SE will be able to:

• Project manage and own "Solution Closure"
• Apply over a dozen engineering principles to a Solution Sales Process
• Improve the quality of deals to improve the win rate
• Help solution stakeholders decide faster
• Grow deals by identifying more pain and establishing compelling value
• Align solution strategy with the sales rep's sales strategy
• Create a "least-cost" project plan to achieve fast Solution Closure

SEskills is a two-day instructor-led on-site course which applies engineering principles to a proven Solution Sales Process. These best practices promote faster, repeatable, and predictable solution closures. SEs apply engineering principles to their own deals throughout SEskills. The SE chooses one of their own opportunities which is stalled or lost. SEstart, the SE Account Review Tool, is used to structure data capture, analysis, and solution opportunity project planning.

Post-training, it is important to ensure that the principles of "Project Managing the Solution Sale" are put into practice. A follow-up reinforcement program is provided that implements new policies, procedures, and coaching to ensure correct use of important new SEskills behaviors. As such, three (3) Technical Opportunity Planning (TOP) half-day instructor-led web-based reviews are provided approximately 30-60-90 days post-training. These are vital to the post-training field implementation of SE skills improvement. SE Managers are shown how to reinforce SE skills behavior and validate its correct use. SEs are shown proper solution qualification, sales intelligence gathering, technical opportunity planning, and Sales Rep alignment.