• 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.

New!

Achieve Significant Pre-Sales Impact in Only 3 Weeks for Just $4995!

   "I don't own the budget"

   "We don't have the time"

   "We're not making our numbers"

   "I can't take my whole team out of the field for an unproven program"

   "I won't be able to get my VP of Sales on board without some proof"

We hear the frustrations of our fellow Pre-Sales Managers. You inherently believe that SEs can significantly drive revenue and reduce your cost of sales. And you want to begin a pre-sales improvement sooner than later.

But you don't pull the trigger for a full program.

You don't control the budget for a full program investment.

And you need some quick proof and a business case to bring to your VP of Sales, Sales Operations, COO, or CFO who owns the big budget and pulls the trigger.

Let's call it what it is -- you need to "fly this one under the radar".

The SEskills/JumpStart Program

SEskills/JumpStart does just that. This is an introductory sampling of our full SE Skills Improvement Program and provides measurable documented benefit in only 3 weeks at a very low cost. Outline:

• A group of 3 to 4 SEs and their Sales Reps are selected who are likely to adopt simple structured sales skills where SEs are empowered to drive revenue and reduce cost of sales
• Key deals are selected to monitor and measure
• One day of training is provided to the SEs, their sales reps, the SE Manager, and a Sales Manager or Director. During class:
        --  A baseline measurement is taken,
        --  Impactful best practices are applied to the key deals, and
        --  The team is given a trial of SEplanit to apply their new skills.
• For 3 weeks, the team applies their new skills to their key deals.
• After 3 weeks, each SE / sales rep pair the team receives a 90 minute Technical Opportunity Planning Review. The Managers observe the reviews noting first-hand the benefit resulting from team alignment, empowerment, and new skills. Measurements are taken.
• A report is provided to Managers detailing the pre-sales improvement observed in incremental revenue and reduced cost of sales.

It would not be unreasonable to see many $100,000s in benefit in only 3 weeks. The VP of Sales, COO, and CFO can be provided quick documented proof of the significant potential benefit for a full Pre-Sales Improvement Program.

The SEskills/JumpStart program cost is just $4995. This is usually within the discretionary budget for a Pre-Sales Manager.

Contact Us for more information.

Successful Change:

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

Gaining Executive Support:

Some Sales VPs will be reluctant to pursue a pre-sales initiative. There are a number of reasons for this. Suffice to say it may be helpful to gain the support of other executives such as the COO and CFO.

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.