The Power Of Presales Engineering

Learn frameworks, techniques and boost your confidence to become a successful Presales Engineer

What you'll learn

Expertly navigate conversations with all levels of decision-makers.

Play a key role in customer meetings, enhancing your PreSales role.

Drive conversations toward solution selling.

Deliver high-level product pitches tailored to your audience.

Uncover more information that matters.

Drive toward the sale.

Build better partnerships with your Account Exec peers.

Understand all the roles played within a deal and what matters most.

Requirements

No programming experience needed. You will learn everything you need to know to become a successful Pre-Sales Engineer.

Description

Sales Engineers are in high demand. In fact, LinkedIn ranked Sales Engineer as the #1 fastest-growing job in the United States in 2023. And with an average salary of $145,500 per year, it's also one of the highest-paying tech careers.Apart from having one of the highest starting salaries across any entry-level role, the long-term opportunities are really good. So what makes Sales Engineers so special? They're the bridge between technical experts and business decision-makers. They have the technical knowledge to understand the customer's needs, and the sales skills to close the deal.If you're looking for a career that's both challenging and rewarding, Sales Engineer is a great option. You'll get to work with cutting-edge technology, and you'll have the opportunity to make a real difference in your customers' businesses.While many jobs in tech are at risk of being automated by AI, Pre Sales Engineering (aka Technical Sales or Solutions Engineering) will always exist because every customer has a unique set of needs and challenges that require collaboration and real human interaction. Boost your confidence, master the field and learn useful frameworks and techniques. Gain all the skills you need to become a successful Pre Sales Engineer.

Overview

Section 1: Welcome to the Power of PreSales Course

Lecture 1 Welcome

Section 2: The PreSales Engineer role

Lecture 2 Module 2 Intro

Lecture 3 Introduction to the Pre-Sales Engineer role: Foundations

Lecture 4 Day-to-day: Meetings

Lecture 5 Day-to-day: Research

Lecture 6 Day-to-day: Content Creation

Lecture 7 Day-to-day: Product Demonstrations

Lecture 8 Day-to-day: Admin Work

Lecture 9 Day-to-day: RFI/RFPs

Lecture 10 Module 2 Closure

Section 3: Aligning collateral to the Sales Cycle

Lecture 11 Module 3 Intro

Lecture 12 Aligning the sales cycle to product demos: Roles and responsibilities

Lecture 13 Aligning the sales cycle to product demos: Stages and qualification

Lecture 14 Aligning the sales cycle to product demos: Demo Formats

Lecture 15 Aligning the sales cycle to product demos: Supporting Pre-sales Collaterals

Lecture 16 Module closure

Section 4: Engaging with Prospects

Lecture 17 Module 4 Intro

Lecture 18 Mindset: Mutual Commitment

Lecture 19 Pre-engagement activities

Lecture 20 Value Discovery: Listen

Lecture 21 Value Discovery: Structure

Lecture 22 Metrics discovery: Why

Lecture 23 Metrics discovery: Break It Down

Lecture 24 Metrics discovery: Leading vs Lagging Indicators

Lecture 25 Metrics discovery: Business Impact Categories

Lecture 26 Metrics discovery: Business Impact Categories - Final Notes

Lecture 27 ROI Calculator: Why & What

Lecture 28 ROI Calculator: How (I)

Lecture 29 ROI Calculator: How (II)

Lecture 30 Prioritization Techniques Intro

Lecture 31 Prioritization Techniques: User Stories

Lecture 32 Prioritization Techniques: Scenarios

Lecture 33 Prioritization Techniques: MoSCoW

Lecture 34 Prioritization Techniques: Computed Effort vs Value

Lecture 35 Managing external stakeholders

Lecture 36 Module closure

Section 5: Preparing for a Product Demo

Lecture 37 Intro module 5

Lecture 38 Mindset: You’re never ready I

Lecture 39 Mindset: You’re never ready II

Lecture 40 Applied Storytelling

Lecture 41 Pre-sales Presentation Slides

Lecture 42 Format Examples

Lecture 43 Backstage Scripts

Lecture 44 Final tips

Lecture 45 Module 5 closure

Section 6: Delivering a Product Demo

Lecture 46 Intro Module 6

Lecture 47 Environment

Lecture 48 Audience

Lecture 49 Time Management

Lecture 50 Perception

Lecture 51 Before/After Demo Activities

Lecture 52 Module closure

Section 7: Post-sales Engagement

Lecture 53 Intro module

Lecture 54 Retrospection

Lecture 55 "Closed Won" Activities

Lecture 56 "Closed Lost" Activities

Lecture 57 Final closure

Section 8: Extra Module: Interview preparation

Lecture 58 What is in the head of the Hiring Manager?

Technical: Software Engineers, Quality Assurance Engineers, Data Engineers,Non Technical: Product Owners/Managers, Sales Account Executives, Customer Success Managers, Quality Assurance Testers,Or genuinely curious people that want to understand what is required in this highly rewarded role ( #1 fastest-growing job in the United States in 2023).