IF YOU DECIDE TO WORK WITH US, WHAT CAN YOU EXPECT?

IF YOU DECIDE TO WORK WITH US, WHAT CAN YOU EXPECT?

IMAGINE

Imagine you had a team of sales professionals who…

female employee being viewed as a trusted partner at Techsales Advisors

1

WERE VIEWED AS TRUSTED PARTNERS

  • By Prospects, Customers, and Colleagues
  • Who prioritized the team over self
  • Put the interest of the customer first

Success in software sales requires an effective partnership between sales professionals and sales engineers. To that end, we help your team members gain a better understanding of everyone’s role, discuss the challenges and responsibilities of each role, and clarify – and commit to – expectations. Our programs are designed to elevate the mindset of every individual on the team and equip them with the skills and habits necessary to build receptivity and trust. And when the trust quotient inside the team increases, we are more likely to become viewed as Trusted Partners by our customers, which ultimately leads to success.

 

1

WERE VIEWED AS TRUSTED PARTNERS

  • By Prospects, Customers, and Colleagues
  • Who prioritized the team over self
  • Put the interest of the customer first

2

HAD MASTERED THE ART OF DISCOVERY

  • Knew what questions to ask and when
  • How to ask questions and why
  • Could separate the wheat from the chaff

There’s little debate over the importance of Discovery during the sales process.  However, the way in which the sales team engages in Discovery, and their ability to reveal the unfiltered truth is often the difference between success and failure.  When should technical presales be engaged in discovery?  And when they are, do they know how to execute an effective discovery call?  How should sales and presales partner together to get the insight necessary to create and deliver a winning presentation and demo?

In our programs we teach a Discovery Roadmap for both sales and presales.  Both sides will learn how to facilitate an engaging conversation and Take the Trip – revealing business drivers and technical subtleties.

 
Colleagues mastering the art of discovery at Techsales Advisors
Team preparing for a meeting with focus and intention

3

PREPARED FOR MEETINGS WITH FOCUS & INTENTION

Discovery is intended to equip the team with the information necessary to prepare a compelling, value-based presentation and demo.  But all too often, after discovery, sales and sales engineers disappear into their own lanes, unclear of what the other is preparing and/or expecting of them.  In our team training program, we discuss the prep process as a team and, more importantly, what should be prepared.  We walk the team through the process of creating a compelling story around the demonstration and teach the concept of the MVD – the Minimum Viable Demo.

 
  • Led with the customers' objectives not product
  • Focused on value & outcomes over features
  • Built stories making the customer the hero

4

MADE PRACTICE HARDER THAN GAME TIME

 

4: Practicing like a Team

When the pressure is on and time is short, the first that falls off the table is practice.  As a result, many sales teams struggle in front of the customer because it’s the first complete run through of the presentation or demo.

In our team training program not only do we emphasize the importance of Practice, we discuss how to do so.  Sales engineers need to Click Every Click – to ensure the demo is ready.  We give both sides guidance on how to give and receive honest, open, constructive feedback.  We also discuss what to do when things don’t go as planned.

 
  • Had the discipline to practice; do dry runs
  • Held themselves and others accountable
  • Gave constructive feedback, respectfully
In Techsales Advisors, the practice is harder than the game time itself
People from Techsales Advisors are always reliable in order of their performance

5

RELIABLY PERFORMED IN THE MOMENT

Regardless of how well we function as a team, execute discovery and prepare in advance, at some point during the sales process, it’s time to take the stage and deliver the message to the prospect or client.  How well we perform, when the spotlight’s on us, may very well mean the difference between win and lose.  Success and failure.

Certainly the effectiveness of the partnership, the quality of insight and level of preparation makes a difference, but we still have to deliver a compelling, engaging message.​

In this portion of the curriculum, your teams will learn tangible techniques and best practices on how to deliver presentations and demos, built around stories that your clients can relate to, designed to inspire action and close the deal.  It’s only what we say, but how we say it that makes the difference.

 
  • Spoke with confidence and finesse
  • Kept the audience engaged; wanting more
  • Inspired decision makers to take action

6

CONSISTENTLY SOUGHT TO IMPROVE THEIR GAME

No matter how diligent we are with the previous 5 habits, there are going to always be some shortcomings. Continuous improvement is the different between sales teams who thrive and teams who burn out. 

We teach sales teams the perspective on how to pinpoint these shortcomings, constantly improve upon them and make their sales experience irresistible!

  • Built a feedback loop into sales process
  • Admitted their mistakes; didn't blame others
  • Always looked for ways to get better
People from Techsales Advisors always sought to improve their game

How much more likely would they be to hit the number?
What would that mean to you and your team?

JUST IMAGINE

THIS IS WHAT WE SEEK TO ACCOMPLISH WITH THE PROGRAMS WE RUN.
THE CHOICE IS YOURS.

OUTCOMES

Where can you expect to see improvement as a result of our programs?

Win Rates

Win rates blue icon png file

Pipeline Velocity

Pipeline Velocity blue icon png file

Customer Retention

Customer Retention blue icon png file

Employee Retention

Employee Retention blue icon png file
WHY?

What is it that drives those outcomes?

BETTER ALIGNMENT between AEs & SEs

Greater TRUST, RESPECT and EMPATHY Effective   OMMUNICATION between both sides Benefit from the SPEED OF TRUST

MORE RELEVANT Presentations & Demos

Demos that emphasize VALUE and BUSINESS OUTCOMES
Fewer mistakes IN FRONT OF THE CUSTOMER Mastery of the ONLINE MEETING experience

COLLABORATIVE Qualification & Discovery

Discovery that ENHANCES the BUYER’S JOURNEY LESS TIME WASTED on poorly qualified deals Mastery of the Disco-Demo & Discovery in Disguise

Greater EMPLOYEE MORALE

Better relationships mean happier employees Higher win rates mean bigger COMMISSION CHECKS Increased job satisfaction from feeling appreciated

WHY?

What is it that drives those outcomes?

BETTER ALIGNMENT between AEs & SEs

  • Greater TRUST, RESPECT and EMPATHY
  • Effective COMMUNICATION between both sides
  • Benefit from the SPEED OF TRUST
Greater TRUST, RESPECT and EMPATHY Effective COMMUNICATION between both sides Benefit from the SPEED OF TRUST

MORE RELEVANT Presentations & Demos

  • Demos that emphasize VALUE and BUSINESS OUTCOMES
  • Fewer mistakes IN FRONT OF THE CUSTOMER
  • Mastery of the ONLINE MEETING experience
Demos that emphasize VALUE and BUSINESS OUTCOMES
Fewer mistakes IN FRONT OF THE CUSTOMER
Mastery of the ONLINE MEETING experience

COLLABORATIVE Qualification & Discovery

  • Discovery that ENHANCES the BUYER'S JOURNEY
  • LESS TIME WASTED on poorly qualified deals
  • Mastery of the Disco-Demo & Discovery in Disguise
Discovery that ENHANCES the BUYER’S JOURNEY
LESS TIME WASTED on poorly qualified deals
Mastery of the Disco-Demo & Discovery in Disguise

Greater EMPLOYEE MORALE

  • Better relationships mean happier employees
  • Higher win rates mean bigger COMMISSION CHECKS
  • Increased job satisfaction from feeling appreciated

Better relationships mean happier employees
Higher win rates mean bigger COMMISSION CHECKS
Increased job satisfaction from feeling appreciated

WHY?

What is it that drives those outcomes?

BETTER ALIGNMENT between AEs & SEs

Greater TRUST, RESPECT and EMPATHY Effective COMMUNICATION between both sides Benefit from the SPEED OF TRUST

MORE RELEVANT Presentations & Demos

Demos that emphasize VALUE and BUSINESS OUTCOMES Fewer mistakes IN FRONT OF THE CUSTOMER Mastery of the ONLINE MEETING experience

COLLABORATIVE Qualification & Discovery

Discovery that ENHANCES the BUYER'S JOURNEY LESS TIME WASTED on poorly qualified deals Mastery of the Disco-Demo & Discovery in Disguise

Greater EMPLOYEE MORALE

Better relationships mean happier employees Higher win rates mean bigger COMMISSION CHECKS Increased job satisfaction from feeling appreciated

What SKILLS will our people develop?

SALES ENGINEERS

  • Better Empathy for AEs
  • Technical Discovery
  • Demo Planning & Design
  • Effective Meeting Prep
  • Outcome Focused Demos
  • The Minimum Viable Demo
  • How to Answer Questions
  • Getting the Technical Win
  • And more..

EVERYONE WHO ATTENDS

  • Building Trust Instantly
  • Removing Tension in Sales
  • Asking Effective Questions
  • Effective Storytelling
  • The Discipline of Practice
  • Presentation Techniques
  • Audience Engagement
  • Online Meeting Mastery
  • And more...

ACCOUNT EXECUTIVES

  • Better Empathy for SEs
  • Prospecting - Opening Doors
  • Writing Effective Emails
  • Social Selling
  • Qualification & Discovery
  • Building Value
  • Objection Handling
  • Advancing the Deal
  • And more...

What SKILLS will our people develop?

SALES ENGINEERS

  • Better Empathy for AEs
  • Technical Discovery
  • Demo Planning & Design
  • Effective Meeting Prep
  • Outcome Focused Demos
  • The Minimum Viable Demo
  • How to Answer Questions
  • Getting the Technical Win
  • And more..

EVERYONE WHO ATTENDS

  • Building Trust Instantly
  • Removing Tension in Sales
  • Asking Effective Questions
  • Effective Storytelling
  • The Discipline of Practice
  • Presentation Techniques
  • Audience Engagement
  • Online Meeting Mastery
  • And more...

ACCOUNT EXECUTIVES

  • Better Empathy for SEs
  • Prospecting - Opening Doors
  • Writing Effective Emails
  • Social Selling
  • Qualification & Discovery
  • Building Value
  • Objection Handling
  • Advancing the Deal
  • And more...
customized to suit your needs

Our Programs

All of our programs may be customized as needed to best suit the structure and context of your sales organization. They are designed to be integrated into existing sales enablement programs.

View Aslan Training and Development Others-Centered Selling

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