Module 1:
Meet Your Instructor - Paul Heely | Introduction

This course is designed to equip you with the essential knowledge, skills, and best practices required to excel as a tech sales engineer.

By the end of the course, you can expect to:

• Understand the role and responsibilities of a tech sales engineer within
  the technology industry.
• Gain insights into the sales process and how tech sales engineers
  contribute to each stage.
• Learn how to effectively collaborate with internal and external teams to
  drive sales success.
• Develop essential tech sales engineering skills, including technical
  discovery, value proposition development, and solution validation.
• Master the art of engaging customer presentations, persuasive sales
  communication, and confident interactions.
• Improve your communication skills in various contexts, such as executive
  connections, nonverbal communication, and email communication.
• Discover various tools and platforms to enhance your sales engineering
  efforts, such as CRM systems and sales enablement tools.

Module 2:
Collaborating with Internal Teams

In this module, we will explore the importance of collaboration between tech sales engineers and various internal teams within a technology company.

We will cover key internal teams that tech sales engineers typically work with, including: 

• Account Executives
• Engineering
• Support
• RFP (Request for Proposal) Teams

Module 3:
Collaborating with External Teams

In the tech sales engineering process, collaboration with external teams is essential for achieving sales success, providing comprehensive solutions, and delivering exceptional customer experiences.

In this module, we will explore key strategies and best practices for collaborating with various external teams, including: 

• Marketing
• Product Management
• Customer Success
• Partners

Module 4:
Competitive Analysis and Customer Insights

This module will focus on key techniques and strategies for conducting competitive analysis and gathering customer insights, enabling tech sales engineers to better tailor their sales approach and capitalize on market opportunities.

We will cover the following topics in this module:

• Customer Research
• Competitive Tactics
• SWOT Analysis

Module 5:
Sales Analytics and Enablement

Welcome to Module 5, where we will explore the key concepts and tools related to sales analytics and enablement, which are essential for optimizing your tech sales engineering efforts and driving better sales outcomes.

In this module, we will cover the following topics:

• Using the CRM System
• Sales Analytics
• Sales Enablement

Module 6:
Value Proposition Development

In this module, we will explore key aspects of value proposition development, including:

• Technical Discovery

• Business Value Discovery

• Gathering Information

• Asking Targeted Questions
• Active Listening
• Identifying Opportunities

Module 7:
Solution Development and Validation

This module will cover the essential aspects of solution development and validation, including:

• The RFP Process

• Proof of Concept

• Design Thinking

• Technical Documentation and Training for Customers

Module 8:
Engaging Customer Presentations

A compelling presentation not only showcases your solution's capabilities and value but also fosters trust and credibility with your customers.

Topics covered in this module include:

• Remote Demo and Presentation

• Whiteboarding and Visual Selling

• Building the Demo

• Delivering the Demo

Module 9:
Persuasive Sales Communication

In this module, we will explore various techniques and strategies to improve
your persuasive sales communication skills, helping you become a more effective tech sales engineer.

Key topics covered in this module include:

• Storytelling

• Perfect Presentation Structure and Delivery

• Sales Enablement Tools

Module 10:
Confident Presentations and Interactions

In this module, we will explore the essential skills and techniques required
to effectively present and engage with customers and stakeholders during the sales process.

The topics covered in this module include:

• Public Speaking

• Answering Questions

• Handling Objections

Module 11:
Effective Communication

This module will focus on various aspects of effective communication,
which are essential for successful tech sales engineering, including:

• Executive Connection

• Nonverbal Communication

• Email Communication

Module 12:
Wrap Up

In this module, we will review the key takeaways from the entire course, providing a comprehensive summary of the important concepts and best practices we've covered.