Presales coaching

Increase your skills in the three Pilars of Presales:  Sales Acumen, Presentation/Demonstration Skills, and Technical capability.

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Get a clear understanding of what level your presentation and demonstration capabilities are.

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This service includes:

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• Evaluation of where your current skills are.

• Presentation and Demonstration best practices

• Coaching on how to prepare

• A Total of 3 Role-play and feedback sessions

• A detailed report highlighting the feedback after each session

• Tools and strategies on how to improve

• A recording of each presentation

Tailored coaching sessions to help you solve some of the specific challenges that you are experiencing.  The first session will be an evaluation session to review where those gaps and weaknesses are and the subsequent 3 sessions will work on those areas with coaching and exercises for you to complete on your own.  Some of the common challenges that Presales professionals face are:

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• Handling Questions and Objections

• Audience Engagement

• Voice Coaching

• Presentation Structuring

• Audience/Company Research and Targeting

• Career Coaching

In today's highly complex technical sales, Presales is no longer a luxury but a requirement and will determine the success of your organization.  Building such an organization presents many challenges at all levels:

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• Recruiting, Hiring and On-Boarding

• Performance Management

• Presales Processes (Discovery, Demonstration, Technical Validation)

• On-Going Training

• Demo Management

• Compensation Structure

• Organizational Structure

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We have experience building teams form 0 to 10, 10 to 30, 30 to 70, and 70+.

Most Presales candidates are rejected after the demo interview portion of the interview process, as high as 80% to 90%. We offer coaching to candidates that help them effectively deliver their presentation demonstration resulting a much higher hire rate. About 70% of the candidates that go through candidate preparation receive an offer vs. roughly 10% that don't go through our preparation.

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This service includes:

 

• How to structure/design the presentation and demonstration

• Presentation and demonstration best practices

• Instruction for interview prep and practice

• 2 Role play and feedback sessions

• A detailed report after each coaching session

• Tools and strategies for overall improvement after each session