Did You Know?

Services have an important pre-sales role in identifying new opportunities.

It is far easier and more cost effective for post-sales to find new deals within existing customers than for pre-sales to find new customers.

 

Leverage an SE Consultant's Subject Matter Expertise

Training alone is not enough to establish long-term meaningful change and value.  The framework presented in this site is designed to improve the effectiveness and productivity of SEs and SE management.  A vendor of Sales Engineering services should work closely with you to define measurable success criteria that achieve your SE improvement objectives.  Such services should include:  

Assessment

An on-line SE Process Maturity Assessment can be an important first step for any new customer.  Using the SE Improvement Model, a vendor can evaluate current maturity levels of process, policy, organization, performance, and tools.  The results are then used to identify a specific SE improvement program for your SE team.

TOP Reviews

Technical Opportunity Planning (TOP) reviews are vital to the post-training field implementation of SE skills improvement.  SE Managers can be shown how to reinforce SE skills behavior and validate its correct use.  SEs can be shown proper solution qualification, sales intelligence gathering, technical opportunity planning, and Sales Rep alignment.

SEM Coaching

One-on-one coaching and feedback can be provided to SE Managers.  The SE Manager can be assisted in their SE resource management, SE productivity, recruiting, SE career advancement, SE motivation and compensation, etc.

SE Coaching

One-on-one coaching and feedback can be provided to SEs.  Specific areas of coaching may include solution qualification, question and listening, stakeholder analysis, presentation/demo/RFP skills, communicating with executives, competitive analysis, value analysis, opportunity planning, sales rep teaming, etc.

Keynotes

Need to fire up the troops at your next kickoff?  Need to lighten things up at your quota club meeting?  Ask a Sales Engineering subject matter expert to provide an entertaining and engaging Keynote Session for you that introduces how the team can "Project Managing the Solution Sale".