Sales Engineering Skills Project Managing the Solution Sale

Fast Lane Consulting and Education Services, Inc.
Atlanta, Boston, Chicago, Los Angeles, Miami, New York, Philadelphia, San Francisco, Seattle, Tampa, United States

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' SEskills is a two-day instructor-led on-site course which applies engineering principles to a proven Solution Sales Process. These best practices promote faster, repeatable, and predictable solution closures. SEs apply engineering principles to their own deals throughout SEskills. The SE chooses one of their own opportunities which is stalled or lost. SEstart, the SE Account Review Tool, is used to structure data capture, analysis, and solution opportunity project planning.

Post-training, it is important to ensure that the principles of "Project Managing the Solution Sale" are put into practice. A follow-up reinforcement program is provided that implements new policies, procedures, and coaching to ensure correct use of important new SEskills behaviors. As such, three (3) Technical Opportunity Planning (TOP) half-day instructor-led web-based reviews are provided approximately 30-60-90 days post-training. These are vital to the post-training field implementation of SE skills improvement. SE Managers are shown how to reinforce SE skills behavior and validate its correct use. SEs are shown proper solution qualification, sales intelligence gathering, technical opportunity planning, and Sales Rep alignment.
...''

Elements of this syllabus are subject to change.

Phone:(919) 674-3100

School Address:

P.O. Box 2168
Cary, North Carolina 27512-2168
United States

Jobs & Resumes: Atlanta, Boston, Chicago, Los Angeles, Miami, New York, Philadelphia, San Francisco, Seattle, Tampa
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