Presales Training
Unleash your presales team’s true power!
Our Presales training program
Our Presales’ training program is designed to help presales professionals become Thought Leaders in their field and Trusted Advisors for customers. We focus on teaching professional skills to improve communication, leadership and customer centricity.
In today’s competitive market, having a strong presales team with the proper knowledge and skills is crucial to success. With our presales training program, you’ll have access to experts who are dedicated to helping you create effective and engaging sales messages.
Sign up for one of our Presales Training Modules now! And unlock the potential of your presales team.
The modules
Change Product-Focus to Customer-Centricity
The focus should always be on the customer, not on the product.
Let us help you win over more customers! This training module will help your team shift their focus from product-centric to customer-centric. The module includes understanding the importance of asking the right questions in a discovery meeting and understanding customers’ Critical Business Issues and needs. With this knowledge, your team will be able to capture the audience’s attention and present solutions that align with the customers’ goals. By demonstrating the value of your product through customer-focused communication, you can build trusting relationships and achieve more successful outcomes.
Transform Features into a compelling Vision
Become a Thought Leader & Trusted Advisor
This module is designed to empower your team with presales skills that will enable them to transform the features of your products into a compelling and irresistible vision for your customers. By developing solution advisory skills, your team will be able to help clients formulate future-proof software strategies that will establish your company as a thought leader and trusted advisor in the industry.
Followers becoming Leaders
Does your sales team find it difficult to take ownership?
With the module ‘Followers becoming Leaders’, you can empower your presales team with a powerful skillset that will give them the confidence and knowledge they need to become proactive and successful. Through this program, your team will learn how to effectively work with their sales colleagues by asking questions about key objectives of various activities to identify the best strategy for achieving outstanding results.
Your presales professionals will be equipped with all the tools they need – from better communication techniques for collaborating across teams to understanding buying processes and customer needs – to lead conversations confidently. They’ll also have an improved sense of self-awareness and know what is needed in any given situation, so each meeting adds value towards closing deals faster.
Demo & Discovery skills training are part of the modules. For more information see ‘demo skills training’ and ‘discovery skills training’
FAQ
Explore our frequently asked questions to gain a deeper understanding of presales training and the roles of pre-sales consultants and engineers.
What is a Pre-sales Professional
Will AI replace Presales professionals?
When it comes to whether presales professionals are at risk of being replaced by AI, the answer isn’t black and white. There are several factors to consider. For one, sales engineers excel at building personal connections with potential customers, understanding their needs, and showing empathy – skills that AI hasn’t quite mastered yet. Additionally, sales engineers can read and adjust to nonverbal cues in a way that is challenging for AI to replicate. They also have a deep understanding of their product and can confidently answer even the most complex questions, whereas AI may struggle with unexpected inquiries. Skilled presales professionals can address concerns, ease worries, and deliver convincing arguments, all of which require a level of emotional intelligence that AI currently lacks. Finally, presales establish credibility and build trust with potential customers in a way that AI cannot replicate. While AI can certainly assist with demos, discovery conversations, RFP’s and the variety of tasks, it cannot replace the human touch provided by presales experts.
What is a thought leader?
In any industry, some people are considered visionaries, and they are known as Thought Leaders. They can provide insights that shed light on the industry’s present state and anticipate future changes. Presales professionals need to be these Thought Leaders, using different sources of information, such as market research, customer feedback, competitor activity, and industry trends. They must challenge the status quo and develop new strategies to shape the industry’s future.
Thought Leadership is more than just having a good understanding of the product; it involves understanding the market and predicting where it is headed. We can help you to evolve your presales team to Thought Leaders, highly respected individuals in their industry who can build trust and establish their brands as leaders in the market.
In essence, Thought Leaders are not just observers but active participants who create new trends and lead others to follow.
What is Software Pre-sales?
Also referred to as the Technical Sale.
When selling software, there’s a critical moment called the technical sale. It means showing the customer how your software works and why it’s a good choice. Understanding the technical sale is super important if you want to be great at selling software. Let’s talk more about what it is and why it matters.
The technical sale addresses potential customers’ unique technical requirements, concerns, and considerations. It involves engaging with the technical decision-makers or stakeholders who hold the keys to evaluating the software’s technical aspects and ensuring its compatibility and suitability for their organization.
Why is the technical sale a game-changer? For starters, a solid grasp of your software solution’s technical nuances empowers you to communicate its value to your prospects effectively. It enables you to demonstrate how your software can seamlessly integrate into their existing systems, cater to their specific needs, and provide tangible solutions to their technical pain points.
To successfully navigate the technical sale, deep technical expertise is paramount. Companies need a team of experts who understand the technical features, functionalities, and underlying technologies that drive software solutions. They must be well-versed in translating complex technical jargon into compelling narratives that resonate with your potential customers.
During the technical sale, they work closely with the sales team to understand your customers’ unique technical requirements and challenges. They map software’s features and capabilities to clients’ needs, showcasing how your solution can seamlessly align with their technical landscape and drive optimal results. Through product demonstrations or proof of concepts, they bring your software to life, allowing potential customers to witness first-hand how it addresses their technical pain points.
It is essential to recognize that the technical sale isn’t just about highlighting the strengths of your software. It’s about addressing objections and mitigating risks. Potential customers may have concerns regarding security, scalability, reliability, or implementation complexities. A presales team proactively tackles these concerns, providing technical explanations, sharing success stories, and offering reassurances to instil confidence and trust in your software solution.
Mastering the technical sale is a journey that significantly impacts your software sales success. Enhancing your technical sales capabilities, you’ll gain a competitive edge, build stronger customer relationships, and increase your conversion rates.
What does a Pre-sales Consultant do?
A pre-sales consultant plays a crucial role in the sales process. They have several responsibilities, such as comprehending customer requirements through discovery calls, customizing product offerings to meet specific needs, and delivering compelling sales pitches. Collaborating with marketing and sales teams, they create effective strategies to attract potential customers, identify areas for improvement, and ultimately boost sales conversions. They showcase software demos to demonstrate how the customer can solve their problems using your software and emphasize the value it brings to the customer. They provide customers with all technical expertise and support to ensure they fully comprehend the product’s features, benefits, and unique selling points.
Pre-sales consultants use both technical and soft skills to engage with prospects, address their concerns, and present tailored solutions that lead to successful sales outcomes.
Our comprehensive presales training program equips pre-sales consultants and engineers with the necessary skills and knowledge to excel in their roles. We focus on customized training and one-on-one coaching sessions to ensure that participants can effectively address customer needs and contribute to a more efficient and successful sales process.
What is a Pre-sales Engineer?
A Pre-sales engineer is a professional responsible for the Technical Sale. There are various titles used in the profession for this role, including Pre-sales consultant, Pre-sales Professional, Sales Engineer, Solution Engineer, Application Engineer, Systems Engineer, Technical Salesperson, Sales Consultant, Solution Consultant, Solution Architect, Business Consultant, Business Solution Consultant, Buyer Enablement Consultant, Solution Advisor, Customer Advisor, Field Applications Scientist, Technical Evangelist, Product Specialist, and many others.
What is a Pre-sales Consultant?
Do you want to improve your presales skills?