Solutions

Did You Know?

Solution Closure can be reverse engineered defining a least-cost path of execution.

Pre-Sales

The Forgotten Half of the Salesforce

Traditional sales methodologies focus on achieving Business Closure, ignoring the pre-sales role which focuses on achieving Solution Closure. They do not provide tools specifically designed for the SE’s unique role.

Page 8 of Bosworth’s Customer Centric Selling book says, “By and large, engineers do not want to behave like traditional salespeople.” Yet invariably SEs are “flea dipped” through traditional sales training, wasting money and time out of the field.

By SEs For SEs

Our SE Skills Improvement Program empowers SEs to "project manage" acquisition of Solution Closure. As a result, SEs directly impact cost of sales and revenue by:

  • Increasing the number of qualified deals
  • Decreasing the time to Solution Closure
  • Increasing deal sizes
  • Increasing the solution win rate
  • Decreasing the sales reps' time with technical activities

Our patent-pending Solution Sales Process,
specifically designed for SEs, uses engineering techniques to achieve fast, repeatable, scalable, forecastable, and teachable Solution Closures.  This process "plugs into" any sales methodology so working with sales reps is smooth and effective.  See FAQ for more detail.

Project Managing the Solution Sale

We take the title “Sales Engineer” literally. Before Civil Engineers put one shovel in the ground to build a bridge, they draw up blueprints to analyze the structural design. Before Aeronautic Engineers start the engine, they run through a checklist to ensure completeness. Why should a Sales Engineer be any different?

We show SEs how to systematically project manage Solution Closure. Models, checklists, and project plans are a sample of the engineering techniques used to provide a repeatable approach to solution sales.

Our techniques work just as well on simple small deals as they do on the enterprise-class complex deals.