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. Throughout the course, we'll:
- Introduce effective communication techniques for articulating value.
- Discuss strategies for ensuring every touchpoint with the customer adds value.
- Practice trust-building strategies that empower you to become an influential advisor.
Course Overview
Elevate your PreSales career with our comprehensive Value Selling course. This intensive 3-week program is designed specifically for mid-career sales engineers looking to sharpen their skills and excel in their roles. You'll gain advanced techniques and insights to become a top-performing SE, setting yourself apart in the competitive world of technical sales.
Key Benefits
Learn the Language of Value
Master the art of articulating value propositions, quantifying ROI, and aligning solutions with customer priorities to drive meaningful business outcomes.
Win More Deals
Increase your win rates by mastering value-based selling techniques and collaboratively crafting compelling ROI-focused proposals with your sales partners.
Course Details
Duration
3 weeks
Live Sessions start at 12 ET
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 looking to sharpen their skills and standout as a high-performing teammate.
- Presales Teams looking to create a universal understanding of presales concepts and align on industry best practices.
Meet Your Intructors
Liz Anderson
Director of Learning and Development, PSC
Program Syllabus
- Mastering Value-Based Sales and Trust Building: Explore the fundamental concept of value in sales, emphasizing its critical importance in larger deals. Distinguish value selling from solution selling, while delving into the pivotal role of trust in the sales process. Equip yourself with proven strategies for building and maintaining client trust, positioning yourself as an indispensable partner in their success journey.
- Maximizing Value Across Customer Touchpoints: Master strategies to infuse value into every interaction, hone communication techniques for articulating value propositions, and learn to identify and leverage your ideal customer profile for targeted impact.
- Learning the Value Consultant Role: Explore the evolution and distinction of value consulting, learn efficient engagement workflows, and harness storytelling, case studies, and targeted resources to compellingly demonstrate value to stakeholders.
- Uncovering Value through Strategic Discovery: Master product capabilities and market insights, craft penetrating questions, and explore value hypothesis creation. Learn to map solutions to business outcomes and measure success through strategic POCs.
- Mastering Buyer Personas and Preferences: Explore strategies to identify and adapt to diverse prospect communication styles and decision-making processes. Analyze key buyer personas, uncovering the unique drivers behind their purchasing choices.
- Communicating Your Competitive Edge: Learn to articulate your unique value proposition as an SE, implement innovative approaches for memorability, and explore how exceptional customer experiences drive satisfaction and retention.
- Building Your Product's Value Assessment: Create a quantitative model to calculate and demonstrate the ROI companies gain from your product. Master techniques for crafting compelling, data-driven value propositions that resonate with decision-makers.
What's Included
eLearning Content
Access an extensive collection of in-depth learning modules that provide a solid foundation in presales theory and practical guidance on applying these concepts to your daily work.
Coursework
Engage in actionable exercises that allow you to apply the theoretical concepts in practice, developing a ready-to-use toolkit of materials tailored to your company's needs.
Insights
Learn from the experiences of seasoned presales professionals as they share first-hand accounts of navigating both common and unique challenges in the field
Templates
Acquire ready-made files and assets that you can immediately put into action upon completing the courses, allowing you to apply your learning and drive results without delay.
Roleplays
Workshop newly acquired skills through engaging, out-of-the-box simulations designed to challenge you and provide opportunities for valuable feedback from experienced presales coaches and peers.
Private Channel
Join a private channel connecting you with a cohort of equally driven presales professionals who are committed to refining their skills and advancing their careers.
Certification
Earn a certification to showcase your expertise and dedication to professional development, enhancing your credibility and marketability as a presales professional on LinkedIn and beyond.
FAQs
If you have additional questions, please feel free to contact us at enablement@presalescollective.com or book time with us here.
To enroll in a Presales Collective course, simply visit the course page, choose your preferred cohort, and complete the sign-up and checkout process. Our user-friendly interface ensures a seamless enrollment experience, allowing you to start your learning journey with ease. If you'd like to speak to a PSC team member before enrolling, click "Learn More" and you'll be prompted with an opportunity to book time.
Live sessions are scheduled for 12PM ET. If a cohort is running at another time, that will be listed in the cohort details.
To ensure that every student receives ample attention and access to facilitators, we limit our cohort sizes to 20-25 participants. This approach fosters a more engaging and interactive learning environment, allowing for personalized guidance and support throughout the course.
We understand that unexpected situations may arise, preventing you from attending every session. If you find yourself unable to attend a particular session, please inform your course facilitator as soon as possible. They will work with you to provide resources, such as session recordings or supplementary materials, to help you catch up on any missed content. However, to get the most out of the course and to maintain a strong learning pace with your cohort, we encourage you to prioritize attendance and participation whenever possible.
At Presales Collective, we are committed to ensuring that our courses meet your expectations and align with your learning goals. If you find that a course isn't what you anticipated after attending the first session, please don't hesitate to reach out to our support team. We will work closely with you to understand your concerns and find a suitable solution, which may include transferring you to a different course that better matches your needs or providing a refund. Our priority is your satisfaction, and we will do our best to ensure that you have a positive and valuable learning experience with us.
250+ Certified Graduates • COHORT-BASED • 3 weeks
Value Selling Pillars
Upcoming Cohorts
Last day to enroll: TBA