Advanced Techniques for Presales Solution Consultants

This rapid investment in digital technologies is making the role of presales solution consultants more important. Presales solution consulting is also known as sales engineering, solution architecture, solution consulting, and system engineering.

In the changing nature of technical purchasing the buyer often prefers to self-educate. The buyer also would like to experience the product on their own. This discovery process has only elevated the need for sales to sell technology more effectively. Presales solution consultants are directly responsible for technical discovery, presentation, product demonstration, solutions development, and evaluation management. Thus, the sales team increasingly relies on presales to drive this highly technical phase of the sales process, and to do so much earlier than before.

To address the above challenges this course has been designed. In this course you will explore the hybrid sales environment and its impact on presales solution consulting. As a presales solution consultant, you will become familiar with techniques of hybrid sales. These techniques involve using a variety of channels and tactics to reach and engage potential customers, such as social media, email, webinars, and virtual events, as well as more traditional methods like face-to-face meetings and trade shows.

You will be able to map buyer’s journey with their actions, identify the touchpoints and align your presales processes. As a presales solution consultant, you will engage the customer in identifying their needs, offering solutions, helping them in buying decision making, onboarding, and supporting them in using your product and services.

During the course you will develop skills to effectively communicate the value of the company's offerings to customers in both virtual environment and in-person meetings. Through this course you will also develop collaboration skills to work with all other stakeholders both in virtual environment and in-person.