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 (e.g., custom presentations, demonstrations, POCs, etc.). They will also learn to conduct current state analysis to support sales qualification for customer prospects and help them navigate their way through the sales cycle.
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.
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 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.
This module covers how to work, track a high-performing cross-functional sales team, and how to communicate within the team.
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.
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.
This module covers an introduction to virtual sales, and how to communicate effectively with a virtual team.
This course includes an introduction to remote working. It also teaches how to use today’s cloud-based communication and collaboration tools to get work done from anywhere while remaining connected to the organization.
This module covers the overview and fundamentals of social selling, the value of your personal online brand helping you set up yourelf for first best online impression, social prospecting techniques and driving thought leadership through content and online participation.
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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