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Workshops that

Help Engineers Sell Better

Get training plans and workshops that help Presales Engineers sell more
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Close More Deals
Shorten Presales Cycles
Lower Your CAC

Sales Engineers Are Geniuses

But their big brains get in the way of sales...
They over-explain things because they're smart
They do more POCs because they're good at them
They talk too much because they're excited
They get more into-the-weeds because they're analytical
These things feel normal to them, but they delay deals.

The solution is to teach them to listen and use their big brains to sell more effectively.

Book a call and find out how.

The Alpha Presales System

We provide training plans and workshops that teach SEs how to use their big brains to sell more effectively.

For Selling

Workshops that teach Sales for Sales Engineers. Unlike traditional training, these teach presales teams how to use their big brains to listen more, demo less, communicate clearly, and sell faster.
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After the workshops, we help you embed the material into your presales enablement program.

For Scaling

Presales Advisory to help you with growth challenges. We have experience both pre-IPO and post-IPO. Outcomes include: 
1) Increased conversions, 2) Shortened sales cycles, 3) Tighter forecasting, 4) Reduced CAC, 5) Faster time to productivity (ramp)

Coaching

Presales training just never hits the mark. Technical training makes SEs competent engineers, but not competent salespeople. Then sales training is designed for AEs and the SEs tune out. Finally, presentation training only works when SEs are giving scripted demos. What about the 80% of their job that isn't scripted? InfluEar Coaching combines Improv, Technology, and Sales to help sales engineers remain confident and advance the sale.

Note: Every InfluEar Coaching engagement starts with an assessment to identify where your people are strongest and weakest. Then we come up with an individualized plan and we only train the weaknesses so that you get the most value in the least amount of time. Coaching isn't generic, it meets your SEs at their current skill level, and then elevates them so that new hires get better and so do your seasoned vets.
Book a call, because when your SEs are more effective, your AEs are more effective. Or don't, and keep wasting your best talent because they're too smart for their own good.

Sales Engineers are All-Stars that are smart, analytical, and helpful. But sometimes those skills hurt them...

SMART - They overdemo and show everything because they know everything
SMART - They overexplain and talk too much because they're good with words
ANALYTICAL - They're unemotional and detail-oriented, but their prospect isn't
HELPFUL - They solve the customer's problem instead of let them sit in pain

Sales Engineers don't need more training. They're already good at demos and POCs. They're just too smart for their buyers.

Book a call and teach them use their Big IQs to yield big W-2s.

• You lose deals because the competition is clearer
• You extend deals because presales takes too long
• Your CAC goes up which scares investors
• Your forecast blows up because presales is unpredictable

We teach, smart, analytical and helpful people to use their Big IQs to yield Bigger W-2s

We use a repeatable system to teach sales engineers Discovery, Brevity, Clarity, and Behavioral Sales so that your whole sales team wins. We have numerous workshops, here are the most popular ones.

Intelligently Dumbified

Who is it for? 
• New SEs and Tenured SEs
What is it for? 
• Brevity and Discovery
Why does it matter? 
• New SEs ramble. Tenured SEs talk too much. When SEs talk too much, you lose deals, that's why we teach them to talk less. This workshop uses math to teach SEs to talk half as much and get the prospect to talk twice as much. That advances deals.

Sales Love Languages

Who is it for? 
• Anyone in sales, especially
left-brain thinkers
What is it for? 
• Speeding up sales cycles
Why does it matter? 
• Most engineers think logically and sequentially. But most buyers don't. Assuming your prospect is like you kills deals. That’s why we use behavioral science to teach SEs how to start thinking like their prospect, so they can close deals faster.

The Audible

Who is it for? 
• Customer-facing SEs
What is it for? 
• Confidence
Why does it matter? 
• When SEs lose confidence, so do your AEs, and so do your prospects. Then prospects ask for POCs and follow-ups, and your ACV drops. We teach SEs how to remain confident in the moment, even when Enterprise Architects and CISOs are peppering them with questions.

Coaching

Presales training just never hits the mark. Technical training makes SEs competent engineers, but not competent salespeople. Then sales training is designed for AEs and the SEs tune out. Finally, presentation training only works when SEs are giving scripted demos. What about the 80% of their job that isn't scripted? InfluEar Coaching combines Improv, Technology, and Sales to help sales engineers remain confident and advance the sale.

Note: Every InfluEar Coaching engagement starts with an assessment to identify where your people are strongest and weakest. Then we come up with an individualized plan and we only train the weaknesses so that you get the most value in the least amount of time. Coaching isn't generic, it meets your SEs at their current skill level, and then elevates them so that new hires get better and so do your seasoned vets.

Ask about our training curriculum. These and other workshops can be delivered in sales off-sites, weekly knowledge shares, and kickoff events, either virtually or in-person.

How it works…

1

Discovery
Schedule a call and tailor workshops to your needs

2

Delivery
Go through workshops and strategy sessions

3

Sustainment
Embed training into your sales enablement program
We can't teach you how to sell your product. You have to sell your product. We're just here to guide you in doing it more effectively. But we can't guide unless we understand you. That’s why we make discovery part of our process. If you don’t think we understand your business, then you don’t pay. There's no risk.

Our customers didn't have intelligence problems, they had sales problems. Now they have neither.

I hate to call it "dumbing down" but that's exactly what we needed. Our deals were stalling mid-stage because we know the product so well and were trying to say everything. I was even guilty of it and I'm in sales. Now we're super clear. The prospect got up halfway through the meeting, interrupted me, and said, "Oh My God, I feel so heard right now!"
Rich - Head of Sales
They asked for a POC which I was happy about because we always win them. Then I decided to use the Alpha Presales prescriptive approach instead. It avoided the POC entirely. The mock-up took me less than one hour to do. I showed it to them and they loved it. Then they asked for a screenshot, put it into their presentation for the COO, and we got into contracts the next day. It was way faster than a POC.
-Bill, Senior Solutions Consultant
“Our prospects thought we were a nice-to-have. When we switched to the Alpha Presales Mutual Value Model, the conversations changed. The model is so simple that the customer builds it themselves and we're not pitching anymore. They feel ownership and use it to sell internally.
-Aaron, Head of Presales

Why Presales?

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."

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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.

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The Most Important Presales Formula Ever (i.e. How to Pitch Anything, including Kubernetes)

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.

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Schedule a Call!

You're probably wondering, "do I really want to do this?" If you want to keep doing what you've been doing, then no, you don't want to do this. This call is just for discovery. We aren’t going to spam you with 100 emails and dozens of phone calls if you're not interested in our offerings. We have to qualify prospects just like you do. The purpose of this call is to determine if we are a good fit for one another. That's it.

Valuable Resources for Presales

How To Make Presales Effective

Why are sales engineers better engineers than they are sellers? A big problem with a simple fix.

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The Software Tour Guides

Sales 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.

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The Confidence Problem

If your sales cycles are too long, sales process alone can't solve everything. You need confident reps and confident engineers.

READ MORE