SEskills: Project Managing the Solution Sale
Once sales and pre-sales management agree to support an SE Skills Improvement program and define an implementation plan in the Manager Workshop, training begins.
SEskills is a two day instructor-led course which applies engineering principles to a proven Solution Sales Process. These best practices promote faster, repeatable, and predictable solution closures.
Through SEskills, the SE will be able to:
- Project manage and own "Solution Closure"
- Apply over a dozen engineering principles to a Solution Sales Process
- Improve the quality of deals to improve the win rate
- Help solution stakeholders decide faster
- Grow deals by identifying more pain and establishing compelling value
- Align solution strategy with the sales rep's sales strategy
- Create a "least-cost" project plan to achieve fast Solution Closure
As a result, SEs waste less time, persuade solution stakeholders faster, grow deals, win more often, and strategically drive more revenue.
SEskills can be augmented by other one or two-day tactical skills classes:
- SEpres, Technical Presentation Skills for SEs
- SEdemo, Technical Demonstration Skills for SEs
- SEcompete , Competitive Analysis for SEs.
Application of Skills to Real Deals
SEs enter the results of sales intelligence exercises into SEbase, the salesengineering.com SE Knowledgebase. SEs collaborate and share sales intelligence such as quantified value-oriented messages, objection handling, competitive knock-offs, effective tactics, etc.
SEs apply engineering principles to their own deals throughout SEskills. The SE chooses one of their own opportunities which is stalled or lost. SEplanit, the salesengineering.com Technical Opportunity Planner (TOP), is used to structure data capture, analysis, and solution opportunity project planning. |
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Making SEskills Operational
Post-training, it is important to ensure that the principles of "Project Managing the Solution Sale" are put into practice. A follow-up program that implements new policies, procedures, and coaching is provided to ensure correct use of important new SEskills behaviors.