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.
|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.