Mastering The Art Of Sales Consulting & Solution Engineering

Language: English
Created by: Lokesh Tayal
Rate: 0.0 / 0 ratings
Enroll: 420 students

What you’ll learn

Understand the way Pre Sales Work in a Software Product Organization
Understand Sales and Presales Cycle
Understand Customer Decision Making Processes
Give Effective Demos
Manage your Presales Career Better

Requirements

Some understanding of sales process will be helpful.

Description

Are you involved in selling high-tech technology products, including software, hardware, or associated services? Do you have other roles, such as product development, marketing, sales, pre-sales, training, or product launch? Do you want to improve your technical sales skills to become a successful sales consultant, pre-sales consultant, or solution engineer? If so, this comprehensive course is for you!

The course is designed to equip participants with the skills and knowledge necessary to excel in sales consulting and solution engineering roles within the software and technology industry. The author has over two decades of experience in software solution implementations, including working with major companies such as Oracle and IFS, software implementation partners like Tech Mahindra, and running their own business consulting and software implementation company, as well as a startup founder in the Ed-Tech software product space. This wealth of knowledge enables the author to bring a unique perspective to the table.

The course covers a wide range of topics, including:

The purpose of the course and intended audience.
Navigating complex sales and understanding the foundation blocks of sales.
The sales environment, including pre-sales roles and challenges.
Demand generation, lead generation, and qualification.
Understanding the customer’s needs through Request for Proposal (RFP).
Doing effective presentations and demos.
Evaluation and selection processes, including trial, POC, reference customer visit, and customer commitment.
Post-sales engagement and objection handling.
Building relationships with executive management and understanding the partnership model.
Understanding competition and value engineering.
Pre-sales training and enablement, including sales methodology and product training.
Performance management systems for pre-sales teams.
Career progression in pre-sales and solution engineering.

By the end of this course, you will have a comprehensive understanding of the technical aspects of sales, specifically in the high-tech industry. You will be equipped with the skills and knowledge necessary to:

Create value for the pre-sales organization.
Improve your performance in communicating the product and solution’s value to the customer.

This course is ideal for those involved in pre-sales, solution engineering, or technical sales, as well as anyone interested in pursuing a career in sales consulting. It is suitable for various industries, including software, hardware, professional services, system integration, and complex capital equipment. The course is suitable for individuals and companies of all sizes, from start-ups to large software corporations and their partner networks.

Invest in yourself and unlock your potential for a successful career in sales consulting and solution engineering!