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TACTICAL AND STRATEGIC SKILLS FOR TECHNICAL RESOURCES
The Systems Engineer Workshop
TEAM SELLING IN THE ENTERPRISE
In many high tech companies, training for the direct and channel sales forces has focused on the account executive, emphasizing executive level and solution selling. Training for the technical side of the sales team, the systems engineer (SE), has largely been limited to product training.
Many innovative companies are discovering, however, that soft skills training of the SE is paying high dividends. As the more trusted member of the sales team, the SE, when armed with a complementary set of sales skills such as qualification, objection handling, linking features to customer benefits, gaining competitive advantage, presentation skills, conflict management, and development of channel technical resources, can synergistically enhance the effectiveness of the enterprise selling process.
Moreover, because of the availability of an SE focused skills curriculum, rather than simply product training, these companies are discovering improved SE retention and the ability to attract high-level, career-focused technical resources in their hiring process.
Prime Selling Concepts has developed a unique simulation process that gives your technical resources the opportunity to gain sales focused skills that they can leverage to overcome the many challenges that occur within your identified sales process. Using your successful customer engagements as a foundation, these high-energy workshops give experienced and new SE’s alike the opportunity to learn from the best within your organization.
PSC offers an entire SE curriculum, including modules for both Basic and Advanced Selling Skills, Working Effectively with the Account Executive, Six Sigma based solution quality assurance, and Leadership Training for SE management.
Through a series of interviews with your sales organization, PSC will create a set of “focused modules” for your SE’s, fine-tuned specifically for your sales process, culture and customer types. Through a high intensity and dynamic interactive workshop process, your technical team will be asked to create sales strategies, define sales tactics, and demonstrate the critical SE sales behaviors that allow enhanced communication and more cohesive Sales/SE team selling approach.
Performance Focus
Using pre-determined SE case scenarios, SE’s will be able to apply key skills and concepts to current SE job requirements and common SE selling situations. Participants will be able to share “best practice” as they go through the workshop. SE’s will use information and skills introduced to real cases studies, challenges from SE colleagues, and exercises linking TSS content with SE skills.
Highlights include:
- Unique training process that is relevant to your SE’s and marketplace
- Reinforce sales behaviors that are being used by your best performers
- Customized to reinforce your current sales methodologies including:
- Professional Selling Skills
- Strategic Selling
- Power Base Selling
- SPIN
- Value Based Selling
- Strategic Account Management
- “SE Challenges” that require SE’s to demonstrate their skills
- Integration of marketing and product education
- Real customer opportunities are used to apply new skills
- Highly interactive and fun for all participants
- Proven training processes that has been used through the world
- Leverage “e-Learning” for remediation and just in time learning
- Superb “e-Learning” Web Based Training format is available
This program is customized to be most relevant to your current sales opportunities and sales process. Using an interactive format, your company can integrate key marketing messages or product education along with your critically identified sales behaviors into this simulation. At the end of the Workshop, your sales teams and management will more effectively represent and execute your business and sales strategy and be able to demonstrate the sales behaviors and tactics that are most relevant to achieving success in your marketplace.
This SE focused program is designed to help you as a key team member help the sales team sell in an extremely competitive market. The SE will gain new skills, as well as practice skills, to better integrate and support the team in selling solutions. Coordinating as a team internally and with partners in solving a customer’s business issues is also emphasized throughout the SE curriculum.
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