Pre-Sales Engineers … Overhead or Revenue Driver?

How Much Revenue Are Your Salespeople and Pre-Sales Engineers Leaving Behind?

One large corporation recently complained:
“We’re spending a half-billion dollars annually on our SEs, and we don’t know what we’re getting in return.”

I’m Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006). My team and I have helped dozens of companies in North America sell more of the right customers at higher margins and lower costs by applying the concepts of lean and six sigma to their sales and marketing departments: large companies, like Thermo Fischer Scientific, medium-sized companies, like MAQUET, and a variety of smaller companies as well.

Phil Janus is a seasoned sales engineering manager with 25+ years experience in the high-tech industry including 18 years in sales engineering. Phil was one of the first 100 employees of Sybase, where he evolved and honed his Sales Engineering career skills for nearly 8 years. He applied his SE organizational skills at UniSQL and Siemens Pyramid prior to founding www.salesengineering.com in 1997. He has a Masters of Computer Science and has been an evening-school adult-education college instructor for ten years.

In most companies salespeople are in the spotlight, while technicians supporting the sale are taken for granted, like conference room furniture.

Yet salespeople and their technical brothers and sisters always have stories about each other:

• There’s the salesperson who fast-talked himself out of a great sales opportunity because of technical incompetence.
• Then there’s the oblivious pre-sales engineer who scared one great prospect away – and bored another to death!

Many companies today are struggling because salespeople are over burdened and stressed.

Meanwhile pre-sales engineers stand by quietly, untrained and untapped, because their sales VPs do not understand their real potential.

Is your company paying for presales engineering people and not benefiting from them? Are they treated like demo dollies most of the time? If so, you need to know answers to questions like these:

• What are the mistakes companies make in technical selling environments, and how can you avoid them?
• How can you best sell to buyers who are concerned with technical viability, and technical value, in addition to business value?
• When it comes to the roles of the sales account rep versus the pre-sales engineer, who should be in charge (and when)?
• How can you get your salespeople and your pre-sales engineers to agree on a better, more productive approach?

Tet instant access to the screen capture video within the next few minutes by registering for this webinar now:

Empowering the Sales Engineer:
How to Measurably Increase Revenue and Reduce Cost Through Pre-Sales Quality

Register for this webinar and you will discover:

• The causes underlying the most common problems in technical selling environments
• A general sales process model for improving the performance of pre-sales activities
• A better definition for the roles and goals of the salesperson vs the sales engineer
• Insight to the primary sales problem technical people face, and how to avoid it
• A specific checklist for ensuring that your technical deals are salesworthy
• At least two case example illustrating before and after measurements

The results achieved with Phil’s approach is typically a surprise to sales VPs in the companies he serves.  Don’t miss the valuable and unique insights you’ll hear about in this valuable webinar.

Here’s what other attendees have said about SPIF! Webinars:

“It provided me with more robust tools to begin to shape out a project I have been working on in improving our sales approach overall.”
Ruthann, Corporate Executive, Missouri

“You get beyond the conceptual and get to REAL documents and steps that you use. I have designed a couple of sales processes and am currently tweaking my own process for finding, winning and keeping customers for my consulting biz.”
Mike, Consultant, Iowa

“As usual Michael, you got right to the heart of the matter and the difficulties that the sales function is faced with.  Excellent.”
Andrew Wilcock, Cranfield University

Your webinar gave me a strategy for testing out a nurturing campaign in my organization.
I liked the dialogue format – kept me engaged the entire hour.”
Mary Lou Joseph, Verint

You’ll receive immediately actionable information that will change the way you manage your marketing and selling organization. After you have registered for the webinar, you’ll receive a link to the page containing the screen capture video, and an MP3 of the event. When you complete the evaluation you’ll also will receive a pdf file of the presentation slides and a recording of the event, in addition to special offers from Michael and Phil that will help you improve your team’s pre-sales engineering process.

These webinars are also excellent for anyone who is analyzing their sales process/organization to determine what kind of outside help might be needed.