6-WEEKS COURSE
Modern Presales
Essentials+
The most effective on-the-job training for sales, presales and solution engineers.
In just 6 weeks, we will turn your presales professionals into your competitive advantage, mastering complex enterprise software sales.
Course Syllabus
| Session 1: Introduction to Modern Presales |
| Focus: Defining the role and scope of presales in the modern business environment. |
| Benefit: Understanding how a well-defined presales role enhances customer engagement and satisfaction. |
| Session 2: Understanding the Customer Buying Journey |
| Focus: Exploring the stages of the customer’s decision-making process. |
| Benefit: Gaining insights into customer behavior to better align solutions with their needs. |
| Session 3 & 4: Software Demo Essentials |
| Focus: Key success factors, best practices, and common mistakes in software demonstrations. |
| Benefit: Enhancing the effectiveness of demos to more effectively showcase solutions. |
| Session 5 & 6: Tailoring Demos to Customer Journey Stages – Part 3 & 4 |
| Focus: Customizing demos based on different stages of the buying journey. |
| Benefit: Creating targeted demos that address specific customer concerns and interests at each stage. |
| Session 7: The Three Layers of Information |
| Focus: Adapting the complexity and depth of information based on customer awareness. |
| Benefit: Ensuring clarity and relevance in communications to foster better understanding. |
| Session 8: Meaningful Questions |
| Focus: Techniques for asking insightful questions during customer interactions. |
| Benefit: Gaining deeper insights into customer needs and challenges. |
| Session 9: Selling to the Enterprise |
| Focus: Strategies for navigating complex sales environments and engaging various stakeholders. |
| Benefit: Building stronger relationships and trust with enterprise-level customers. |
| Session 10: Aligning with Account Executives |
| Focus: Effective collaboration strategies with sales teams. |
| Benefit: Enhancing internal teamwork for a unified customer approach and ensuring all opportunities are qualified properly. |
| Session 11: Trends in B2B-Enterprise Sales |
| Focus: Adapting to evolving trends in B2B sales and buyer behavior. |
| Benefit: Staying ahead of market changes to better meet evolving customer expectations. |
| Session 12: Program Conclusion and Future Planning |
| Focus: Review of key learnings and development of personal action plans. |
| Benefit: Participants will be equipped to apply learned concepts to improve customer interactions and sales outcomes. |
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