Pre-Sales
The Forgotten Half of the Salesforce
Traditional sales methodologies focus on helping sales reps achieve Business Closure, and ignore SEs who need to achieve Solution Closure. SEs are usually "flea dipped" through traditional sales training. Historically SEs have had no process, training, or tools unique to their role.
By SEs For SEs
A SE Skills Improvement Program can empower SEs to "project manage" acquisition of Solution Closure. A well designed program would consist of Training, Productivity Tools, and Improvement Services specifically for SEs. As Case Studies show, implementation of such programs enable SEs to 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 should align with any sales methodology. This process would use structured engineering techniques to get fast, repeatable, scalable, forecastable Solution Closures.
Project Managing the Solution Sale
We take the title “Sales Engineer” literally. Before Civil Engineers build a bridge, they draw up blueprints to analyze the design. Before Aeronautic Engineers start the airplane engine, they run through a checklist to ensure completeness. Why should Sales Engineers be any different?
To systematically project manage Solution Closure, SEs use engineering techniques and productivity tools such as models, project plans, checklists, and knowledge bases. These repeatable best practices are scalable from simple small deals to enterprise-class complex deals. |
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