Earners of the Certified Pre-Sales Engineer certification will learn to gather technical requirements through technical discovery sessions, stakeholder whiteboarding sessions, technical workshops, and solution validation. They will also learn how to do technical demos, how to deal with complex sales demos, how to deal with complex clients, how to remove technical complexities during a business demo call, how to conduct current state analysis to support sales qualification for customer prospects and help them navigate their way through the sales cycle.
This Pre-Sales Engineering training course provides opportunities for your sales team in developing consulting skills by blending technical capabilities.
This certification in Pre-Sales Engineering has been designed to help individuals integrate their technical role with a sales role. They will be able to converse and support the sales executives during clients’ discussions and generate leads resulting in sales through this sales engineer course.
The objective of this part is to familiarize the learner with fundamentals of sales engineers.
This module introduces the role and responsibilities of the sales engineer, along with the main concepts of technical sales, value enabler, and how to manage customer feedback.
The objective of this part of sales engineer training is to familiarize the learner with consulting foundations, building rapport, working with c-level personas, understanding basic sales tactics and approaches, discovery and qualification strategies, and working on sales proposals, RFPs and sales AI tools and technologies. It covers the following modules:
This module covers how to position yourself for success, keep communication lines open during the implementation of your project, and create connections that are the foundation for lasting relationships that lead to repeat business. It also teaches the techniques to become a trusted advisor and to build a rapport with your customers. It also covers the working style when dealing with different client personalities and the selling techniques to executives and c-suites.
In this module, learners will learn the various types of sales methodologies such as solution sales, referral sales, value selling, cross and upsell, joint solution selling, challenger sales etc.
This module covers how to prepare for discovery calls and meetings, how to ask sales questions to understand the prospect’s situation, needs, challenges, and any processes in the purchasing decision. It also covers different ways of gathering requirements such as brainstorming, observation, and workshops before moving on to analysis techniques such as context diagrams, user stories, and decision tables. It also teaches how to simplify business processes, solve customers’ problems and manage customer feedbacks.
This course covers how to identify your offer’s specific value proposition, describe it with great copy, anticipate and overcome customer objections, add value; and create a sense of urgency and scarcity. It also covers the techniques to craft an irresistible offer using discounts, guarantees, partnerships, and more.
This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.
In this part, the learner will learn the essentials of managing and running meetings, sales demos, and presentation skills.
This module covers how to add value and differentiate yourself from the first call to the proposal. It also teaches the anatomy of great presentations and explains how to effectively win clients over and gain their business. It also shows how to communicate more efficiently and effectively in your presentations, as well as how to hold your client’s attention. It also covers essential tips of conducting a productive meeting online, choosing the right platform, setting expectations, clarifying roles, creating a meeting agenda, clearing mentioning the POCs, and technical demonstration skills.
In this part, the learner will learn how to communicate and work effectively within a team and cross-functional team.
In this part, the learner will learn the essential soft skills including effective listening, communications skills, decision-making strategies, effective time management techniques, managing difficult clients, etc.
This module covers soft skills in depth, sharing strategies that can help salesperson bolster their emotional intelligence and communicate more effectively with prospects. It includes some of the most essential skills like how to developed executive presence, emotional intelligence, communicating with charisma, decision-making skills, managing accountability, commitment, managing conflicts and difficult clients.
All students will receive a Certification of Completion by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.
For Certified Status
Students opting for Certified status will have to register at email@example.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees.
Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy and Institute of Sales Professionals, UK with official recognition as Certified Sales Engineer (CSE™). CSEs can use this credential on their name card and on LinkedIn.
APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from firstname.lastname@example.org.
To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.
Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.
For more details on badging click here.
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