meSE Sales Engineer Certification Coursework
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meSE Sales Engineer Certification Coursework

meSE is the industry leader in Sales Engineering certification programs
4.5 (11 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
36 students enrolled
Last updated 12/2015
English
Current price: $10 Original price: $20 Discount: 50% off
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Includes:
  • 1.5 hours on-demand video
  • 15 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Apply for the industry leading meSE Sales Engineering Certification
View Curriculum
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.
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.

Who 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.
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Curriculum For This Course
8 Lectures
01:28:46
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Introduction
1 Lecture 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
Preview 04:03

Introduction
5 questions
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What is a Sales Engineer?
1 Lecture 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?


Preview 08:54

What is a Sales Engineer?
10 questions
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Sales Engineering - 5 Pillars
2 Lectures 27:21

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
Sales Engineering - 5 Pillars - Part One
11:23

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 - Part Two
15:58

Sales Engineering - 5 Pillars
20 questions
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Soft Skills - Difference Between a "Good" & a "Great" SE
2 Lectures 21:52

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
Soft Skills - Difference Between a "Good" & a "Great" SE - Part One
11:38

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 - Part Two
10:14

Soft Skills - Difference Between a "Good" & a "Great" SE
15 questions
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Putting it all Together - Case Study & Tools
1 Lecture 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
Putting it all Together - Case Study & Tools
19:17
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Course Capstone Project - meSE Certification Requirements & Achievement
1 Lecture 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
Course Capstone Project - meSE Certification Requirements & Achievement
07:19
About the Instructor
Ms. Rose Brandolino
4.5 Average rating
11 Reviews
36 Students
1 Course
meSE Educator

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!