Elevate Presales Impact
UNLOCKING BEHAVIOURAL PROFICIENCY IN THE FIELD FOR PRESALES TEAMS
It's imperative for presales people to enhance their emotional intelligence and demonstrate a keen aptitude for understanding to navigate client relationships effectively. Learning about empathy, self-awareness, regulation and motivation are crucial parts of this class.
Product Vendors
2 days
Coming together is the beginning. Keeping together is progress. Working together is success.
Henry Ford
Behavioural proficiency refers to the ability to understand, manage and adopt one’s behaviours effectively in various different situations.
It involves having a high level of competence in interpreting social cues, communicating clearly and persuasively, building relationships, and navigating interpersonal dynamics
Key features
Become strategic
Discovery techniques
Develop collaboration
Elevate discussions
Executive summary
Participants completing the course, will be proficient in evaluating sales people, adept in dynamic thinking, be more skilled in collaborative techniques with sales counterparts (our tag-team approach), proficient in delivering customer-centric business impact solutions and disciplined in active listening.
The class is designed to take great technical people who are passionate about their product or solution and transform them into individuals who not only understand the business implications of their offerings on clients but also possess the skills to gather tailored client insights. Additionally, this course can be customised to cater to specific organisational needs and objectives.
The workshops encompass a comprehensive array of topics including sales qualification, customer discovery, effective questioning techniques, adept management and follow up of challenging inquiries. Culminating the class, participants engage in a significant case study, followed by vendor relevant scenarios or solution positioning to consolidate learning outcomes.
The main objective of this class is to enhance collaborating selling practises, promoting synergies between Presales people and Account Executives. It will promote the transition to implementation consultants actively, who play pivotal roles as Customer Success Managers or strategically drive increased revenue by seamlessly introducing billable Professional Services Consultants into the process.
Controversially, shifting our focus as a product vendor away from our solution and delving into discussing broader industry trends and use cases drives impact. This will provide the attendees to deliberately practise in becoming resourceful and your clients to accept your creativity, adaptability and to think outside the box to set a pathway of your customer's success.
Our training program concludes with participants receiving a professional certification.
Training Plan
Training Plan
- Interpersonal competencies with external and internal stakeholders
- Presales role and responsibilities in the sales cycle
- Professional presales rapport cultivation
- Advancing positive attitude and strong aptitude
- Mutual client success through humility and professionalism
- Refining presales storytelling for relevance
Outcomes and impacts
Re-frame sales-presales
Elevate CXO engagement
Increased win rates
Efficient sales cycle
Participant experiences
Discover the impact of our training programs through the eyes of those who have experienced them firsthand
See all reviews
We have seen a significant shift in how our Technical Consultants engage with customers! Team now have the tools to plan for professional sales engagements.
Director
Solutions consulting
Thanks for your amazing contribution to presales community! I’m convinced that there is no presales class around the world that does not use one of your teaching.
Jean-François Muller
Director solution consulting
Thanks for your impact on my career. The tools I learned from your training have been passed on to every single individual I have led or trained ever since.
Jacob Top Møller
Scale-up grower {coach}
Unarguably the best solutions consulting enablement I ever attended. Long with me in my career even until today. Thank you and I wish you every success!
Elbert Guintivano
Account executive
Thank you for all your amazing training, the best training I have had in my career. We will keep you always in our thoughts at every customer interaction!
Paula Taylor
Product Presales Manager
Without a doubt your training is best! Your passion and value system is unparalleled and I truly wish you all the best in your next chapter!
Robert Luu
Customer Success | Solutions Consulting
Never has a training course had such a profound effect on my career as yours. Thank you for everything you have done to improve presales globally!.
Chris Bloomfield
Sales Engineering Leader
I’ve taken many training courses in my Presales career, and even run a good few myself. The very rarest have been as impactful and as memorable as yours.
Varik Torsteinsen
Sales Engineering
One of the best training sessions I've ever attended, I still remember your valuable comments, feedbacks and suggestions. All the best!
Luca Lazzari
Presales technical consultant HP Inc
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