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Empower Sales Engineers for Sales Success

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.

Get More Info
Sales Engineers

Duration
8 weeks

SKILL LEVEL
Intermediate

LECTURES
9 modules

Duration
8 weeks

SKILL LEVEL
Intermediate

LECTURES
9 Modules

Overview
Benefits for Corporate
Benefits for Individuals
Overview
As a key member of the Sales team, the Pre-sales Engineers or Sales Engineers [both similar but just different companies have different titles] is responsible for maximizing sales opportunities by architecting and acting as the technical lead in presenting and implementing the company’s solutions to potential new customers. The pre-sales engineers are required to gather technical requirements through technical discovery sessions, stakeholder whiteboarding sessions, technical workshops, and solution validation (e.g., online presentations, demonstrations, POCs, etc.). They conduct current state analysis to support sales qualification for customer prospects and help them navigate their way through the sales cycle.
 
Pre-sales engineers assist with RFI / RFPs [Request for Info / Request for Proposal] and work on Proofs-of-Concept (POCs) for conceptualization and actualization for potential accounts and prospects. As the technical subject matter expert or technical sales lead in prospect, customer, partner, and internal meetings, they conduct software demonstrations, present POCs, and deliver sales-related presentations to executives, business stakeholders and technical teams to act as technical advisors/resources for sales.
 
Pre-sales engineers are required to have strong business acumen, with an understanding of using technology to solve business issues, maximize sales opportunities through solution selling, value selling through a consultative approach, project management, problem-solving, analytical skills, strong presentation skills with the ability to craft and deliver both business and technical presentations, work with various personalities and has interpersonal qualities and skills.
Benefits for Corporate

This Pre-Sales Engineering training course provides opportunities for your sales team in developing consulting skills by blending technical capabilities.

Benefits for Individuals

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.

Pre Sales SE Programme Details & Coursework Overview

Pillar A -Introduction to Sales Engineers

The objective of this part is to familiarize the learner with fundamentals of sales engineers.

Introduction to 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.

professional sales training
sales team coaching

Pillar B - Working with Various Business and Technical Stakeholders

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:

Engaging Sales & Technical Stakeholders

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. 

Sales Methodologies

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. 

Discovery & Qualification

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. 

Sales Proposal - RFPs and RFIs

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.

Digital Sales - Introduction to Sales AI, Tools & Technologies

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.

Pillar C - Sales Demos, Managing and Running Meeting, and Presentation Skills

In this part, the learner will learn the essentials of managing and running meetings, sales demos, and presentation skills.

Virtual Demos, Meetings & 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. 

Pre sales engineer courses
soft skills

Pillar D - Working With Internal Stakeholders

In this part, the learner will learn how to communicate and work effectively within a team and cross-functional team. 

Working with Cross-Functional Sales Teams

This module covers how to work, track a high-performing cross-functional sales team, and how to communicate within the team. 

Pillar E - Essential Soft Skills

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. 

Essential Sales Engineer Skills

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.

essential skills

Gallery

Event Pic sales activities
Event Pic sales activities
Event Pic sales activities

Event Pic sales activities
Event Pic sales activities
Event Pic sales activities

Assessment and Exam Matters

Exam and Certification Matters

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 edu@apacsma.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.

To Claim APACSMA Digital Badging

APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.

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. 

What Course To Take Next?

Students who receive this certification are ready for the Certified Business Development Manager course.

Request for Quote

For an official quotation, to get an approval from your management, please fill up the form below indicating “Request for Quote” under Type of Enquiry”.

Send us your message and we will be in touch within 2 business days.

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APEA | APACSMA
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