• Pre-Sales
• Sales and SE Management
• Field Development
• Channels
• Training
• Services
• Products

There are no existing commercial sales methodologies providing a start-to-finish workflow for pre-sales engineers to achieve fast, repeatable Solution Closures.

Leverage Pre-Sales to Reduce Cost of Sales and Drive Revenue

Measureable Business Impact:

Sadly, traditional sales training ignores the pre-sales role or sees pre-sales as an afterthought. The suggested SE Skills Improvement Program outline below empowers SEs to own Solution Closures. SEs can directly impact cost of sales and revenue by improving funnel quality, Solution Closure time, deal sizes, and solution win rate.

An SE-specific Solution Sales Process can align with any sales methodology to get efficient, repeatable, scalable, forecastable Solution Closures.

An SE Skills Improvement Program Outline

Training alone will not instill long term skills improvement. The suggested program below gains executive support and reinforces best practices to ensure new skills become operational and measured benefit is achieved:

Evaluate: An SE Improvement Assessment Service measures the team's current Solution Sales Process maturity and acumen.

Endorse: Gain leadership support from Sales and SE Management. A one-day Management Workshop can identify your specific SE improvement program with measureable success objectives to then define a custom plan of Training, Productivity Tools, and Improvement Services.

Educate: Teach an SE-specific Solution Sales Process and its engineered principles. Facilitators should be ex-SE Managers, not sales trainers.

Embed: Reinforce best practices. Make field behaviors, procedures, policies, and SE Productivity Tools operational. Enumerate: Measurement drives improvement. Behavior is internalized, process is routine, and impact is measured. See our Case Studies.

Project Manage the Solution Sale

SEs can systematically project manage Solution Closure using engineering techniques such as models, checklists, and project plans. An engineering approach will resonate well with the SE’s technical roots. Techniques can scale from simple small deals to enterprise-class complex deals.

Contact Us for further detail.

Successful Change:

Successful implementation of soft skills changes requires hands-on management enforcement of new policies and procedures.

Budget:

Soft skills training is rarely planned for since there is seldom a compelling need.

At the executive level, budgets are soft targets. Funding can almost always be had with a compelling business case.

For minimal impact on the quarterly income statement, treat your skills investment as a "Pre-paid Expense", an asset that can be written down over a period of many quarters.

Alternatively, treat soft skills as an IP investment, amortizing it over several quarters or years.

The Bottom Line: Don't let budgetary issues prevent the opportunity to achieve long term meaningful results.