Mastering the Art of Sales Consulting & Solution Engineering

Mastering the Art of Sales Consulting & Solution Engineering, available at $49.99, has an average rating of 3.75, with 104 lectures, based on 15 reviews, and has 1046 subscribers.

You will learn about Understand the way Pre Sales Work in a Software Product Organization Understand Sales and Presales Cycle Understand Customer Decision Making Processes Give Effective Demos Manage your Presales Career Better This course is ideal for individuals who are Pre Sales Engineering, Technical Sales Specialists, Solution Sales Specialist, Software Sales, Product Management, Product Marketing It is particularly useful for Pre Sales Engineering, Technical Sales Specialists, Solution Sales Specialist, Software Sales, Product Management, Product Marketing.

Enroll now: Mastering the Art of Sales Consulting & Solution Engineering

Summary

Title: Mastering the Art of Sales Consulting & Solution Engineering

Price: $49.99

Average Rating: 3.75

Number of Lectures: 104

Number of Published Lectures: 104

Number of Curriculum Items: 104

Number of Published Curriculum Objects: 104

Original Price: $79.99

Quality Status: approved

Status: Live

What You Will Learn

Understand the way Pre Sales Work in a Software Product Organization
Understand Sales and Presales Cycle
Understand Customer Decision Making Processes
Give Effective Demos
Manage your Presales Career Better

Who Should Attend

Pre Sales Engineering, Technical Sales Specialists, Solution Sales Specialist, Software Sales, Product Management, Product Marketing

Target Audiences

Pre Sales Engineering, Technical Sales Specialists, Solution Sales Specialist, Software Sales, Product Management, Product Marketing

Are you involved in selling high-tech technology products, including software, hardware, or associated services? Do you have other roles, such as product development, marketing, sales, pre-sales, training, or product launch? Do you want to improve your technical sales skills to become a successful sales consultant, pre-sales consultant, or solution engineer? If so, this comprehensive course is for you!

The course is designed to equip participants with the skills and knowledge necessary to excel in sales consulting and solution engineering roles within the software and technology industry. The author has over two decades of experience in software solution implementations, including working with major companies such as Oracle and IFS, software implementation partners like Tech Mahindra, and running their own business consulting and software implementation company, as well as a startup founder in the Ed-Tech software product space. This wealth of knowledge enables the author to bring a unique perspective to the table.

The course covers a wide range of topics, including:

The purpose of the course and intended audience.
Navigating complex sales and understanding the foundation blocks of sales.
The sales environment, including pre-sales roles and challenges.
Demand generation, lead generation, and qualification.
Understanding the customer’s needs through Request for Proposal (RFP).
Doing effective presentations and demos.
Evaluation and selection processes, including trial, POC, reference customer visit, and customer commitment.
Post-sales engagement and objection handling.
Building relationships with executive management and understanding the partnership model.
Understanding competition and value engineering.
Pre-sales training and enablement, including sales methodology and product training.
Performance management systems for pre-sales teams.
Career progression in pre-sales and solution engineering.

By the end of this course, you will have a comprehensive understanding of the technical aspects of sales, specifically in the high-tech industry. You will be equipped with the skills and knowledge necessary to:

Create value for the pre-sales organization.
Improve your performance in communicating the product and solution’s value to the customer.

This course is ideal for those involved in pre-sales, solution engineering, or technical sales, as well as anyone interested in pursuing a career in sales consulting. It is suitable for various industries, including software, hardware, professional services, system integration, and complex capital equipment. The course is suitable for individuals and companies of all sizes, from start-ups to large software corporations and their partner networks.

Invest in yourself and unlock your potential for a successful career in sales consulting and solution engineering!

Course Curriculum

Chapter 1: Course Introduction

Lecture 1: Introduction

Lecture 2: Expected Learning and Benefits

Lecture 3: Product Development and Marketing

Lecture 4: Understanding Sales Process

Lecture 5: After Sales Processes

Chapter 2: Understanding Sales Process

Lecture 1: Understanding Sales Cycle

Lecture 2: Lead Generation and Qualification

Lecture 3: Request for Quotation ( RFQ ) Process

Lecture 4: Conducting Discovery

Lecture 5: Customer Enagement

Lecture 6: Partner Engagement

Lecture 7: Customer Presentations

Lecture 8: Customer Proposal

Lecture 9: Customer Evaluations

Lecture 10: Negotiation

Lecture 11: After Sales Support

Chapter 3: Understanding Sales Environment

Lecture 1: Skills Requirement in a Sales Opportunity

Lecture 2: Environment of a Sales Opportunity

Lecture 3: Roles in the Sales Organization

Lecture 4: Career Progression in Pre Sales Roles

Lecture 5: Challenges of a Pre Sales Organization – External

Lecture 6: Challenges of a Pre Sales Organization – Internal

Chapter 4: Demand Generation Process

Lecture 1: Overview of Demand Generation Process

Lecture 2: Understanding Lead Flow in the Sales Funnel

Lecture 3: Challenges of Lead Generation Process

Lecture 4: How Favorable Decisions Happens

Lecture 5: Importance of Lead Rating System

Lecture 6: Subjective Criterias of Lead Qualification

Lecture 7: Objective Criterias of Lead Qualification

Lecture 8: Lead Qualification in All Stages of Sales Cycle

Lecture 9: Lead Qualification by Sales Consulting

Lecture 10: Developing and Using a Lead Rating System

Lecture 11: Using Lead Rating to Drive Business

Lecture 12: Challenges of the Lead Rating Syytem

Lecture 13: Lead Generation and Sales Consultant Role

Chapter 5: Request for Quotation ( RFQ )

Lecture 1: Overview of RFP Process and it's Risks

Lecture 2: Improving Win Rates

Lecture 3: RFP Go and No Go Decisions

Lecture 4: Designing a RFP Rating System

Lecture 5: Avoiding RFP Release to Many Vendors

Lecture 6: First Analysis of a Received RFP

Lecture 7: RFP Tasks and Managing Workload

Lecture 8: Customer Communication After Receiving RFP

Lecture 9: Submitting RFP

Lecture 10: RFP Best Practices

Chapter 6: Discovery

Lecture 1: Purpose of Discovery Workshop

Lecture 2: Roles of Sales Consultant in a Discovery Workshop

Lecture 3: Discovery is More than Customer Business Processes

Lecture 4: With Whom to Engage in a Discovery

Lecture 5: How to Conduct the Discovery Sessions

Chapter 7: Demo

Lecture 1: Purpose of a Demo or Presentation

Lecture 2: Type of Demos and Presentations

Lecture 3: Face to Face Time with Customer

Lecture 4: Key Factors Influencing Demo Success

Lecture 5: When to Do The Demo

Lecture 6: Preparing For The Demo

Lecture 7: Strategies of a Feature Function Demo

Lecture 8: Demo Time Management and Having a Plan B

Lecture 9: Non Verbal Communication in a Demo

Lecture 10: Managing Variety of People in the Demo Room

Lecture 11: Managing Demo Pitfalls

Lecture 12: Demo Check List

Lecture 13: Demo Agenda

Lecture 14: Demo Finer Points

Lecture 15: Make Demos Non Boring

Lecture 16: Presentation to Senior Executives

Lecture 17: Repetition in The Way to Remember

Lecture 18: Demo Best Practices

Lecture 19: Question Handling

Lecture 20: Common Demo Mistakes

Lecture 21: Short Demos

Lecture 22: Summarizing Section of the Demo

Chapter 8: Web Demos

Lecture 1: Overview of Web Demos

Lecture 2: Challenges of Web Demos

Lecture 3: Essentials of Web Demos

Lecture 4: Web Demo Best Practices

Lecture 5: Web Demos Bad Habits

Chapter 9: Customer Evaluations

Lecture 1: Overview of Customer Evaluation Phase

Lecture 2: Agreeing to a Software Trial / Proof of Concept ( POC )

Lecture 3: Phases of Software Trial / POC

Lecture 4: Assuring Decisions Happens After Trial / POC

Lecture 5: Customer Reference Visits to Avoid POC

Chapter 10: Pricing

Lecture 1: Understanding of Sales Pricing by Sales Consultants

Lecture 2: Sales Consultants and Commercial Discussions

Chapter 11: After Sales Service

Lecture 1: Role of Sales Consultants in After Sales Activities

Lecture 2: Optimizing Pre Sales Time in After Sales Activities

Lecture 3: Making Customer Self Reliant during Implementation

Lecture 4: Engaging with Partners After the Sales and During Implementations

Chapter 12: Objection Handling

Instructors

Lokesh Tayal
Founder & Pre-Sales Innovator, Digital Transformation Consul

Rating Distribution

1 stars: 1 votes
2 stars: 2 votes
3 stars: 1 votes
4 stars: 5 votes
5 stars: 6 votes

Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!

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