Pre-Sales Engineers … Overhead or Revenue Driver?
Phil Janus Presents Empowering the Pre-Sales Engineer
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.
In this webinar, Phil Janus, founder of Sales Engineering.com explains a means of leveraging the potential of pre-sales engineers to double or triple sales productivity in B2B environments.
To download an MP3 of the webinar, click on the link below:
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To receive the full sized pdf slides for this presentation please review the webinar and complete the assessment evaluation.
The presentation is broken into ten sections, from five to ten minutes in length, as follows:
Part 1: Introduction (4:47)
- Agenda, Overview of sales kaizen
- Introduction of Phil Janus and salesengineering.com
Part 2: Who Are SEs and Why Customers Prefer Them (5:45)
- Many companies do not understand what SEs are doing for them
- Poor operational quality – in most companies the role of SEs is not clear, not understood
Part 3: What Does it Mean to Empower the SE? (6:58)
- SEs own “Solution Closure” – the linkage to the sales process
- Linkage to the customer, as well as to the existing sales process
Part 4: Case Examples of Operational Impact (6:48)
- Funnel quality up 75%, Deal size up 33%, Decision time down 33%, Win rate up 122%
- $8.5 million in incremental revenue from $25k investment,save nearly 1 FTE
- SE Process Maturity Model
Part 5: Change Management Program (6:42)
- The need for executive support and sponsorship
- Requirements for maximizing success
Part 6: The SE Solution Sales Process (6:39)
- Communicating and structuring the sales process in language SEs appreciate
- How to evolve to Level 3 in the maturity model
Part 7: Estimating Pre-Sales Operational Impact (6:18)
- Template / spreadsheet
- Sales process checklist -Sales Qualification
Part 8: Getting Results in the Organization (6:06)
- Measurement drives quality (qualification scoring template)
- Structured, measured activities drive revenue
To receive the full sized pdf slides for this presentation please review the webinar and complete the assessment evaluation.
Part 9: Getting Results in the Organization (4:49)
- Measuring results vs measuring activities
- Connections with sales kaizen: evidence, value, measurement, etc.
- Special offer from www.salesengineering.com and SPC
To receive the full sized pdf slides for this presentation please review the webinar and complete the assessment evaluation.
Part 10: Q&A (10:49)
- How to bring the salespeople along with the SEs?
- How to make the SEs trusted advisers
To receive the full sized pdf slides for this presentation please review the webinar and complete the assessment evaluation.
To receive the full sized pdf slides for this presentation please review the webinar and complete the assessment evaluation.
