• 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:

We recognize that traditional sales training ignores the pre-sales role. The SE Skills Improvement Program below empowers SEs to own Solution Closures. SEs directly impact cost of sales and revenue by improving funnel quality, Solution Closure time, deal sizes, and solution win rate.

Our patent-pending Solution Sales Process aligns with any sales methodology to get efficient, repeatable, scalable, forecastable Solution Closures.

The SE Skills Improvement Program

Training alone is not enough to promote long term skills improvement. Our program gains support and reinforces best practices 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 success 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: Reinforce best practices. Operationalize field behaviors, procedures, policies, and SE Productivity Tools. Enumerate: Behaviors are internalized, the process is routine, and impact is measured. See our measured Case Studies.

Project Managing the Solution Sale

SEs systematically project manage Solution Closure using engineering techniques such as models, checklists, and project plans. The engineering approach resonates well with the SE’s technical roots. The techniques 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.