meSE Sales Engineer Certification Coursework

meSE is the industry leader in Sales Engineering certification programs
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11 students enrolled
Instructed by Ms. Rose Brandolino Business / Sales
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  • Lectures 8
  • Length 1.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 12/2015 English

Course Description

Sales Engineers (SE's) are a critical sales team member in many companies worldwide. They are more than just technical experts in their respective industries. Highly successful SE's must build and maintain parallel expertise in "soft-skill" disciplines such as business acumen, presentation skills, building customer relationships, developing an engagement strategy, and having a thorough understanding of the targeted industry. There is a "soft-skill gap" that exists in many Sales Engineering organizations. This "gap" can be the driving difference between a highly successful technical sales organization and a mediocre one. The meSE education and certification program is focused on closing this "gap", enhancing the SE skills in these areas, and proving proficiency.

What are the requirements?

  • Before starting this course, please make sure you are in a quiet place where you can focus on the course content. This course is best accomplished in segments where the student can dedicate specific time completing the couse content, lectures, and quizes.

What am I going to get from this course?

  • Apply for the industry leading meSE Sales Engineering Certification

What is the target audience?

  • Existing Sales Engineers in any industry are a good fit for this course. meSE is a leader in Sales Engineering certifications proving proficiency in the professional discipline. Those aspiring to learn more about or want to become a Sales Engineer are also great candidates for this course. Someone with no interest of Sales Engineering and how they contribute to the sales process would not be a good candidate to take this course.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
04:03

Upon completion of this module, Sales Engineers will understand:

  • Why the meSE team and myself are qualified to teach this course and provide the meSE certification program
  • Why Sales Engineering is the "Best Career in the World"!!
  • What is a "Soft Skills Gap"?
  • What is the difference between a "good' and a "great" Sales Engineer?
  • Why all Sales Engineers should achieve the meSE certification
Introduction
5 questions
Section 2: What is a Sales Engineer?
08:54

Upon completion of this module, Sales Engineers will learn:

  • What exactly is a Sales Engineer?
  • "Who" makes a great Sales Engineer?
  • What are the optimal personality traits of a Sales Engineer?
  • Who does a SE typically work with within an organization and beyond?
  • What is the organization role of a SE?


What is a Sales Engineer?
10 questions
Section 3: Sales Engineering - 5 Pillars
11:23

Upon completion of this module, Sales Engineers with learn:

  • What are the 5 pillars of the Sales Engineering methodology?
  • How to execute the Discover pillar successfully
  • Who do you meet with, how, and why?
  • Why going "deep and wide" is so powerful
  • Why research is KEY and examples of how to perform research
  • Why open-ended questions are so important and sample questions are provided
  • How to tailor your conversations
15:58

Upon completion of this module, Sales Engineers will learn:

  • Continued review of the Discover pillar in the Sales Engineering methodology
  • What is the Storyboard Methodology and how can SE's use it within the 5 pillar process?
  • Example storyboard template and reference guide are provided, along with a detailed review of how to use them within customer meetings
  • More in-depth sample open-ended questions are provided
  • What is included within the Qualify pillar and how to execute this pillar successfully
  • What is included within the Develop pillar and how to execute this pillar successfully
  • What is included within the Close pillar and how to execute this pillar successfully
  • What is included within the Transition pillar and how to execute this pillar successfully
  • Why a SE's work is never done and the importance of ongoing Business Development and Strategy
Sales Engineering - 5 Pillars
20 questions
Section 4: Soft Skills - Difference Between a "Good" & a "Great" SE
11:38

Upon completion of this module, Sales Engineers will learn:

  • Why mastering soft skills are the difference between a "good" and a "great" SE
  • What exactly are soft skills
  • Importance of using soft skills
  • How to master soft skills
  • Business Acumen soft skill
  • TCO Model - Total cost of ownership template example and review
  • ROI Model - Return on investment template example and rev
10:14

Upon completion of this module, Sales Engineers will learn

  • More about Business Acumen soft skill
  • What is Strategic Thinking
  • What is Critical Thinking
  • Critical Thinking example
  • What is Hierarchical Flexibility
  • Importance of Sales perceived value of Sales Engineering
  • Importance of Presentation Skills soft skill
  • Importance of Building Credibility and Relationships soft skill
  • Importance of Knowing your Industry soft skill
  • Importance of Knowing your Customer's Industry soft skill
Soft Skills - Difference Between a "Good" & a "Great" SE
15 questions
Section 5: Putting it all Together - Case Study & Tools
19:17

This module provides Sales Engineers with a full case study that reviews the following:

  • Fictitious customer scenario is provided
  • Step by step instruction is provided of the Sales Engineer executing the 5 pillars of the SE process
  • Discover pillar is covered in great detail
  • How to execute the Storyboard methodology
  • Open ended questions are used in the Discovery pillar
  • Qualify pillar is performed
  • Develop pillar is covered in great detail
  • Sample Develop pillar presentation is provided, including a ROI Model
  • How to translate your solution's value in to solving your customer's business challenges
  • Close pillar is covered
  • Transition pillar is performed
Section 6: Course Capstone Project - meSE Certification Requirements & Achievement
07:19

Upon completion of this module, Sales Engineers will learn:

  • Course Capstone overview
  • Course Capstone requirements
  • Review of meSE website
  • How to upload certification documents
  • How to pay certification fee
  • Certification requirements
  • Certification required skills overview
  • Certification Achievement

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Instructor Biography

We are the industry leader in Sales Engineering collaboration, education, and certifications. Our goal is to recognize and enhance the unique talent and contribution that Sales Engineers bring to a sales organization.

I have been a successful sales engineer or a leader within a sales engineering organization for almost 30 years. Time and again, I have received feedback from the sales professionals that I have partnered with that I am the 'best' SE they have worked with and why can't every SE be like me. I don't say all of that to toot my own horn, only to say that I do think I have had some success in my career, but I believe it stems more from the soft skills that I am going to teach throughout this course. I hope you find it rewarding and it can help you increase your success or build a career in sales engineering!

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