Workshops that
Help Engineers Sell Better
Get training plans and workshops that help Presales Engineers sell more
Book a Call...the Do Nothing Alternative, all because the prospect didn’t see enough value in the solution. No one ever blames presales for a loss, but the lack thereof, is often the real problem.
Presales has become the bottleneck to growth (plus, it increases your CAC and makes forecasting extremely hard). Prospects, especially technical ones, are demanding more of it. Your presales people and your salespeople have become as much of a differentiator as your product.
At InfluEar we believe that presales is the secret weapon to enterprise sales. But sales engineers don’t need more training. They’re smart, maybe even too smart. That’s why at InfluEar we don’t train, we un-train. We role-play. We interact.
Nowadays, lead gen and sales process isn’t enough. Don’t let marketers dupe you into thinking that it’s the only path to growth. If you want to close more of what you already have in the pipe, and turn your presales machine into a sales machine, book a call with InfluEar. It’s time to Close More, Sell Faster.
Sales Engineers are already unicorns. They're the All-Stars that came from engineering, support, consulting, or training and got put into sales because they can also talk to humans. But they get no constructive feedback because after a meeting everyone always tell them, "great job," since no one else is capable of doing what they just did.
The problem is that most sales training companies don't understand an SEs job. They offer demo or presentation training. What they fail to realize is that nowadays SEs are only demoing 20% of the time. The other 80% of their day is spent getting peppered with questions from enterprise architects in ad-hoc meetings, or being locked in a room for 4 hours with both business and technical people while they build out a POC. They're expected to both build the solution while also making it appear "easy" to do. Where's the training for that?
The only good training that SEs get is from their own sales leadership and sales enablement. Only they are able to tell their SEs..."I know you like talking to that guy, but he's our coach, not our champion and every time you explain something in detail it delays our deal. With him, just say 'yes' and move on."
At Alpha Presales, we got tired of watching sales engineers whose job is to tailor solutions to their clients, sit through training that isn't tailored to them. That’s why we pioneered Made-To-Order Presales Training. You get to decide what you want, and we don’t waste time with things you’re already good at. For organizational change, we offer 4-12 week consulting engagements where we work with your sales leadership and sales enablement. For individual change, we offer smaller workshops and engagements designed for inclusion in weekly meetings, QBRs and kickoff events. To instill change, consistency is key.
Your sales engineers don't need more skills, they need to be more efficient sellers. Most presales teams are so skilled that they operate like an All-You-Can-Eat Buffet. They just throw more food (POCs, demos, workshops, etc.) at the prospect. The problem is, it usually works, but it's at the expense of bumpy forecasting, delayed revenue, and higher CAC. You can’t afford to lose deals that are already in the pipe. Book a call and teach your SEs how to do lead, not react. They'll be happier and so will your sales team when you're closing more deals faster. Or don't do anything and just hope that lead gen and sales process is going to magically fix all of your presales problems.
Have you ever asked a tech person to explain something to you, but you still had no idea what they were talking about?
This formula will work on prospects, partners, coworkers, your grandmother and even your adolescent son with no attention span. Oh, and it’s math, so your engineers might actually like it.
Why are sales engineers better engineers than they are sellers? A big problem with a simple fix.
READ MORESales Engineers face tons of obstacles on their journey to becoming the best. Figure out where your SEs are at and how to get them to the next level.
READ MOREIf your sales cycles are too long, sales process alone can't solve everything. You need confident reps and confident engineers.
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