TRAINING & CONSULTING FOR PRESALES ENGINEERS & SOFTWARE SALES TEAMS

Why TEAM SALES Training?

Sales Training Doesn't
Work for Sales Engineers

Traditional sales training
doesn’t address the needs
of sales engineers and falls
largely on deaf ears.

... But Demo Training
DOESN'T EITHER!

Demo Training is run as if Sales Engineers
work in a vacuum.
They Do NOT!

Consider Professional
Sports Teams...

Players train INDIVIDUALLY
with position coaches to work
on their skills, but train as a
TEAM to prepare for GAME TIME!

AEs & SEs are only as
effective as the TEAM

In today’s global economy, collaboration, trust, and teamwork are the competitive advantage, not individual heroics.

What are the Symptoms?

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Our AEs and SEs are struggling to communicate, collaborate and function effectively as a team. Trust is LOW. Attrition HIGH.

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The Discovery Process is broken. SEs are brought in too early, or too late, or not at all. As a result, we enter too many meetings blind.

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Presentations and demos are either standard, off-the-shelf, generic or take too long to customize. We're EITHER fast OR effective. NOT both.

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AEs and SEs are not presenting a united front. We're making avoidable mistakes in front of the customer. We lack discipline to rehearse the message.

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Our demos fail to inspire and move people. We focus too much on the technology and not business value. We need to tell better STORIES

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We seem to be stuck in a rut. We've tried demo training, sales enablement, automation, tools. We are failing to improve our game!

What's the TRUTH?

Whether you decide to work with Tech Sales Advisors or not, here's the TRUTH about the challenges listed above and what to do about them.

AE's and SE's are WIRED DIFFERENTLY

Until they understand and appreciate each other, develop empathy, and learn how to communicate
effectively, collaboration throughout the funnel – and as such, SUCCESS IN SALES – will be HIT or MISS!

DISCOVERY IS NOT A ONE-TIME EVENT

Discovery is a skill – an attitude – not an event. Every conversation with a customer should involve
discovery qualification. Sellers should always be seeking to learn more with sincere curiosity, genuine interest.

SALES TEAMS NATURALLY FOCUS ON THE WRONG THINGS

Sales teams – particularly when preparing for meetings – tend to focus on their solution, not the customer
and what they are seeking to accomplish. We need to learn to focus on the decision makers whiteboard.

NO ONE IS ABOVE PRACTICING THEIR CRAFT

Michael Jordan was known for shooting a thousand free throws a day. Tiger Woods would hit a
thousand balls a day. To be PROFESSIONALS, we need to practice our game. Practice as a team!

WANT TO WIN MORE DEALS? WIN MORE MEETINGS

There are specific things that we, as sales professionals, need to SAY, SHOW, and DO – and AVOID saying,
showing, and doing – in order to "win the meeting". And when we win more meetings, we win more deals.

CONTINUOUS IMPROVEMENT NEEDS TO BE BAKED INTO THE SALES PROCESS

No single sales training program is going to make the long-term, lasting changes you seek without building
a continuous improvement loop into the process. Your people need to learn how to give constructive,
productive feedback in a respectful manner, in order to make long-term, permanent change.

Why Tech Sales Advisors?

CONTENT

Our world-class material is based on
industry recognized frameworks –
relevant to BOTH AE’s and SE’s alike.

Other-Centered® Selling
ASLAN Training & Development
Sales Training that Eliminates
The Hard Sell & Builds Trust.

The Six Habits of Highly
Effective Sales Engineers

Based on the Best Selling
Book written by our founder.

APPROACH

You may be thinking “Sales training is boring!” and we agree! Traditional sales training IS boring and doesn’t work!

Our workshops are Engaging and Interactive. They are equal parts training & team building.

We have mastered the online learning experience. Your teams will learn as much from how we run our sessions, as what we say.

PEOPLE

We are a collection of professionals with extensive technical sales experience and a passion for helping others learn & grow.

We are sales professionals first,
Certified Facilitators second,
& training instructors third.

We are B2B Tech Sales Experts.
All our facilitators have a track
record of success - Data, IOT,
Business Apps, High Tech.

GET A COPY NOW!

Amazon best-seller
The Six Habits of Highly Effective Sales Engineers

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