Training, Consulting and Keynote Services For
Pre-Sales Engineers and Management
Summer Focus: Technical Account Planning
With today’s emphasis on Consultative Selling, achieving Trusted
Advisor status and Solution Selling in general, it is no longer
appropriate for Pre Sales Engineers just to plan strategy at an
Opportunity level – they must plan at an Account level.
This workshop focuses on taking an initial opportunity with a
customer and expanding it into an enterprise strategy so that the
Technical Win converts into a Business Win and leads to more
business and a satisfied customer.
Pre-Sales Engineers and Management
Summer Focus: Technical Account Planning
With today’s emphasis on Consultative Selling, achieving Trusted
Advisor status and Solution Selling in general, it is no longer
appropriate for Pre Sales Engineers just to plan strategy at an
Opportunity level – they must plan at an Account level.
This workshop focuses on taking an initial opportunity with a
customer and expanding it into an enterprise strategy so that the
Technical Win converts into a Business Win and leads to more
business and a satisfied customer.
| Feedback On The Book And The Workshops "The best SE specific training I have received in my 20 year career" " Uniquely geared to the Sales Engineering role" "Tackles every aspect of a SE's life" |
| Mastering Technical Sales: 2nd Edition NOW AVAILABLE ON THE KINDLE We have added/changed over 40% of the content, including many new case studies and tips. New chapters include “The Hybrid Sales Position”, “Using the CRM System”, “Snap Demos”, “Effective Webcasts” and a management chapter about “Running The Business With Metrics” |
Mastering Technical Sales
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