SEforPS: Pre-Sales for Professional Services
Do your professional services folks proactively look for new business? Are they bonused sufficiently to motivate this behavior? Do they have the pre-sales skills necessary to enable them to do so?
A one or two-day blended learning course could teach Professional Services consultants how to apply sales engineering techniques to discover new business.
Such a course would apply structured engineering principles to best practices for discovery and qualification of new business.
The Consultant will be able to:
- Apply structured analysis techniques to their discovery
- Ask penetrating questions to dig for business problems
- Adapt to stakeholders based on their decision making tendencies
- Assess the quality of new sales situations
- Communicate with the sales team using a common language
- Hand-off to the sales team in an effective manner
- Have the sales team hand off to PS in an effective manner
As a result, Professional Services consultants would proactively seek new business and work more effectively with the sales team.
Such training could be augmented by other tactical skills classes:
Contact Us for a detailed outline.