Sales and Pre-Sales Management
Leverage Pre-Sales to Reduce Cost of Sales and Drive Revenue
Measureable Business Impact:
We recognize that commercial sales methodologies ignore the pre-sales role. Our SE Skills Improvement Program empowers SEs to "project manage" acquisition of Solution Closures. As a result, SEs directly impact cost of sales and revenue by:
- Increasing the number of qualified deals to improve the funnel quality
- Decreasing the time to solution closure so revenue can be accelerated
- Increasing deal sizes through larger configurations and holding price through compelling value so revenue grows
- Increasing the solution win rate
- Decreasing the sales reps' time spent with technically oriented stakeholders and tasks
Our patent-pending Solution Sales Process |
Project Managing the Solution Sale
We take the title “Sales Engineer” literally. Before a Civil Engineer puts one shovel in the ground to build a bridge, they draw up blueprints to analyze the structural design. Before an Aeronautic Engineer starts the engine, they run through a checklist to ensure completeness. Why should a Sales Engineer be any different?
We show SEs how to systematically project manage achievement of Solution Closure. Models, checklists, and project plans are a sample of the techniques SEs use to provide a “method to the madness” in solution sales. The engineering approach resonates well with the SE’s technical roots. |
The techniques work just as well on simple small deals as they do on enterprise-class complex deals.
The SE Skills Improvement Program
Training alone is not enough to promote long term skills improvement. A full program is needed to ensure new skills become operational and measurable benefit is achieved:
Evaluate: A free on-line SE Improvement Assessment Service measures the team's current Solution Sales Process acumen.
Endorse: Gain the support of Sales and SE Management. A one-day Management Workshop identifies your specific SE improvement program with measureable objectives consisting of Training, Productivity Tools, and Improvement Services.
Educate: Teach the Solution Sales Process and its engineering principles. Facilitators are seasoned ex-SE Managers, not sales trainers.
Embed: Culturalize field behaviors, procedures, policies, and tools. Enumerate: Behaviors are internalized, the process is routine, and improvement is measured. |
