250+ Certified Graduates  •  COHORT-BASED PROGRAM

Value Selling Pillars

A 3-week virtual program designed for students to Discover the essence of value in sales, differentiate value from solution selling, and master trust-building strategies to become a trusted advisor.. We'll cover:

  • Discover the essence of value in sales
  • Differentiate value from solution selling
  • Trust-building strategies to become an influential advisor
Next Cohort

Jul 2 - Jul 16th

duration

3 weeks

Commitment

5 hours/week

Enroll Before

Jun 25th

Enroll Today

Course Overview

Set yourself up for PreSales success with PreSales Foundations. This 4-week course equips you with the essential skillset to grow into a best-in-class SE. You'll graduate prepared to excel in your role and build a successful sales engineering career.

Key Benefits

Develop Competency and Expand Your Knowledge

Develop the skills and competency to deliver engaging demos, present using stories, and handle objections effectively.

Increase Contribution and Impact

Increase team member contribution (more revenue), broaden their impact, and accelerate their careers through improved competency.

Course Details

Duration

3 weeks

Meeting Schedule

Virtual sessions once a week with async learning and exercises in between

Expert Facilitators

Led by highly-regarded, tenured Presales Leaders

Who Should Attend?

  • Experienced SEs
  • Presales Teams looking to create a universal understanding of presales concepts and align on industry best practices.

Meet Your Intructors

Liz Anderson

Liz Anderson

Director of Learning and Development, PSC

“I owe a lot of my success as a relatively new SE to PreSales Foundations! The PSF training gave me a solid background on SE techniques and principles and provided a path to capitalize on my previous education, and my military and corporate experience.”

Steve Vuleta

Solutions Engineer, Vibes

Program Syllabus

Week 1: Developing Your PreSales Mindset and Mastering Discovery
  • The Power of Feedback: Learn to give and receive constructive feedback for continuous growth.
  • Conquering Imposter Syndrome: Cultivate confidence and overcome self-doubt.
  • Understanding the Discovery Process: Uncover the crucial steps to understanding customer needs and challenges.
  • Effective Discovery Techniques: Develop a structured approach to gathering valuable customer insights.
Week 2: Value-Based Selling Techniques
  • Crafting Value Propositions: Learn to position your product/service as the ideal solution to customer pain points.
  • The Power of Storytelling: Leverage storytelling techniques to engage your audience and convey value convincingly.
  • Answering Customer Questions with Confidence: Develop strategies for addressing customer inquiries clearly and concisely.
  • Objection Handling Mastery: Learn effective techniques to handle objections and navigate sales conversations confidently.
Week 3: Demo Delivery that Drives Results
  • Building a Winning Demo Framework: Develop a structured approach to creating compelling demos tailored to address specific customer needs.
  • Remote Demo Delivery Excellence: Master the nuances of delivering impactful demos in a virtual setting.
  • In-Person Demo Strategies with Coaching: Learn best practices for in-person demos with personalized coaching to refine your delivery.
  • Demo Dry Run: Gain valuable feedback on your demo skills through a simulated presentation in a supportive environment.
Week 4: Building Strong Relationships & Maintaining Order
  • Strategic Partnerships with Your Account Executive (AE): Foster effective communication and collaboration with your AE for successful sales cycles.
  • Building Customer Trust: Develop strategies for establishing strong and lasting relationships with your customers.
  • CRM Housekeeping: Learn effective techniques for maintaining organized customer information within a Customer Relationship Management (CRM) system.
  • Presales Best Practices: Discover essential practices to enhance your efficiency and effectiveness as a sales engineer.

FAQs

If you have additional questions, please feel free to contact us at enablement@presalescollective.com or book time with us here.

Am I eligible for this course if I'm not in Presales yet?

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250+ Certified Graduates  •  COHORT-BASED  •  3 weeks

Value Selling Pillars

$999
Reimbursement & Scholarship

Upcoming Cohorts

Jul 2 - Jul 16th, 2024

Last day to enroll: Jun 25th

Enroll
Sep 11 - Sep 26th, 2024

Last day to enroll: Sep 4th

Enroll

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