Sign Up to Our World Class Sales Engineer Training Program

Following an exploratory conversation with your senior leadership, the program is designed to directly address your specific challenges and roadblocks to better sales results.

Our sales training for engineers programme could cover skills, knowledge and behaviours from any of the following list (and more). It’s a long list, and has been organised under subheadings so scroll down!

1. Essentials to succeed
– Accelerating your learning of technical sales: How to purposefully and iteratively develop skills that stick with you
– Increasing desire to learn to sell: How turning the volume up on this turns the volume up on sales
– Think like an entrepreneur: How to create and seize opportunities, be proactive, solve problems, and get things done
– Cross-functional collaboration: Work closely, effectively and enjoyably with sales and support teams
– Continuous Learning: Improving performance, and realistically staying updated on the industry trends and technologies
– Leveraging AI intelligently to do your heavy lifting

These get the team primed and ready to learn and grow. They’re what makes the training work. And they help the team find shortcuts to increasing results.

2. Business / Commercial awareness

These are the basics you must know in order to perform consistently well as a top technical sales professional.

– Commercial/business awareness: “The 1 hour MBA for technical people”
– Ideal customers and creating an opportunity radar: For those involved with spotting opportunities, this is how you do it
– Customer needs analysis: Understand how to deeply analyse customer requirements and pain points
– Product or solution knowledge: including technical specications and ways to learn these fast
– Building value in solution design: Customising solutions to maximise value to specific customer needs – Competitive analysis: Know your competitors and how to position your solution effectively
– Sales process: Understand the sales cycle, the buying cycle (buyers journey), and how to accelerate it – Making the technical sale: Vs the commercial, operational, financial sale

3. Engaging and connecting with customers

These skills are all about networking, finding, reaching out and connecting with customers, as well as building relationships.

– Finding and qualifying: Finding new prospective clients and opportunities
– Reaching out to customers: Whether cold or warm, how to initiate conversations that get a ‘yes’
– Customer Relationship Building: Build and maintain strong client relationships
– Networking for tech people: a strategy for engineers, introverts, extroverts and other personality types
– Client Feedback: Gather and act on feedback to improve customer satisfaction

4. Conversations

This is where it all happens. These skills matter, and everything you say or do takes you towards making the sale or away from it. It’s your chance to really align with how your buyer wants to buy.

– Planning for conversations: Planning is half the battle. You’ll need your one page plan.
– Conversational structure: planning for and holding customer-aligned value-building conversations that work (including powerful questions that create buying-drive)
– Effective communication: How to communicate in your customer’s voice, with impact, and how to convey complex technical information clearly
– Building trust and respect: purposefully, and fast. Become the trusted advisor and respected advocate
– How to inuence: with integrity
– Negotiation skills: Develop negotiation tactics to close deals successfully
– Talking money: Building value to justify price, and navigating pricing conversations
– Objection handling: Learn techniques to address objections and concerns effectively

5. Presenting solutions

Your good work thus far can go so wrong here! Numerous technical demo’s and presentations fail to win customers hearts and minds over. There’s a way to get it right.

– Technical demos: How to get them right and master the art of effective product demonstrations
– Risk to the deal: How to manage it
– Presentation skills: Present with impact and get immediate buy-in
– How to help your customer learn effectively