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Workshops that

Sales Training for Solutions Consultants

Teach your geeks to speak less and sell more
Book a Call
Close More Deals
Do Less POCs
Be More Efficient

How many times have you seen a sales engineer...

Get way too into-the-weeds
Over-explain things
Say "it depends" to everything
React, rather than lead the customer
These things are normal for Solutions Consultants, Architects, and Engineers.

But they're bad for sales because they decrease revenue and increase costs.

What We Offer

Alpha Presales offers formal presales training as well as individual workshops.

Here are some of our workshops...

Storytelling

Go from saying "it depends" and explaining features, to telling stories.

Discovery

Go from talking, to asking questions and advancing the sale.

Leadership

Go from reacting to the customer, to leading and guiding the customer.

Brevity

Go from over-explaining everything, to being clear and concise.

Coaching

Presales training just never hits the mark. Technical training makes SEs competent engineers, but not competent salespeople. Then sales training is designed for AEs and the SEs tune out. Finally, presentation training only works when SEs are giving scripted demos. What about the 80% of their job that isn't scripted? InfluEar Coaching combines Improv, Technology, and Sales to help sales engineers remain confident and advance the sale.

Note: Every InfluEar Coaching engagement starts with an assessment to identify where your people are strongest and weakest. Then we come up with an individualized plan and we only train the weaknesses so that you get the most value in the least amount of time. Coaching isn't generic, it meets your SEs at their current skill level, and then elevates them so that new hires get better and so do your seasoned vets.

We believe that what's missing for most Solutions Consultants are leadership skills. That's why we offer workshops to help them go from being Trusted Advisors that talk too much, to Trusted Leaders that lead clients.

Leaders are more cost-effective, because they can sell more with less meetings and POCs.

Sales Engineers are All-Stars that are smart, analytical, and helpful. But sometimes those skills hurt them...

SMART - They overdemo and show everything because they know everything
SMART - They overexplain and talk too much because they're good with words
ANALYTICAL - They're unemotional and detail-oriented, but their prospect isn't
HELPFUL - They solve the customer's problem instead of let them sit in pain

Sales Engineers don't need more training. They're already good at demos and POCs. They're just too smart for their buyers.

Book a call and teach them use their Big IQs to yield big W-2s.

• You lose deals because the competition is clearer
• You extend deals because presales takes too long
• Your CAC goes up which scares investors
• Your forecast blows up because presales is unpredictable

We teach, smart, analytical and helpful people to use their Big IQs to yield Bigger W-2s

We use a repeatable system to teach sales engineers Discovery, Brevity, Clarity, and Behavioral Sales so that your whole sales team wins. We have numerous workshops, here are the most popular ones.

Intelligently Dumbified

Who is it for? 
• New SEs and Tenured SEs
What is it for? 
• Brevity and Discovery
Why does it matter? 
• New SEs ramble. Tenured SEs talk too much. When SEs talk too much, you lose deals, that's why we teach them to talk less. This workshop uses math to teach SEs to talk half as much and get the prospect to talk twice as much. That advances deals.

Sales Love Languages

Who is it for? 
• Anyone in sales, especially
left-brain thinkers
What is it for? 
• Speeding up sales cycles
Why does it matter? 
• Most engineers think logically and sequentially. But most buyers don't. Assuming your prospect is like you kills deals. That’s why we use behavioral science to teach SEs how to start thinking like their prospect, so they can close deals faster.

The Audible

Who is it for? 
• Customer-facing SEs
What is it for? 
• Confidence
Why does it matter? 
• When SEs lose confidence, so do your AEs, and so do your prospects. Then prospects ask for POCs and follow-ups, and your ACV drops. We teach SEs how to remain confident in the moment, even when Enterprise Architects and CISOs are peppering them with questions.

Coaching

Presales training just never hits the mark. Technical training makes SEs competent engineers, but not competent salespeople. Then sales training is designed for AEs and the SEs tune out. Finally, presentation training only works when SEs are giving scripted demos. What about the 80% of their job that isn't scripted? InfluEar Coaching combines Improv, Technology, and Sales to help sales engineers remain confident and advance the sale.

Note: Every InfluEar Coaching engagement starts with an assessment to identify where your people are strongest and weakest. Then we come up with an individualized plan and we only train the weaknesses so that you get the most value in the least amount of time. Coaching isn't generic, it meets your SEs at their current skill level, and then elevates them so that new hires get better and so do your seasoned vets.

Ask about our training curriculum. These and other workshops can be delivered in sales off-sites, weekly knowledge shares, and kickoff events, either virtually or in-person.

How it works…

1

Discovery
Schedule a call, see if we're a fit, and tell us what YOU want for your team

2

Design
Decide on the right training program for YOUR needs

3

Delivery
Go through training and embed learning into your ongoing programs
Every presales team is different. That's why we do discovery to see what your team needs. We won't waste your time training things you're already good at.
‍‍
Book a call.

Or don't book a call so that your SCs never reach their full potential.

Stop Selling and start Leading...

Our SEs had extreme technical knowledge, they built relationships, they were empathetic, but they weren’t leading the sale. After Alpha Presales training, there was an obvious increase in their confidence and now the team leads the sale and they aren’t being “salesy” which was one of their biggest fears coming into the program.
Lee, VP of Presales
The discovery and storytelling completely changed how we talk about our solution...I was in a meeting with Microsoft and halfway through my discussion the prospect gets up and says..."Oh My God, I feel so heard right now!"
Alex, Sales Engineer
They asked for a POC which I wasn't worried about because we always win them. But it was going to take 3 weeks. So we did discovery and front-loaded the value so that by Day 2, they were so impressed that they called off the rest of the POC and my AE went into contracts on Day 3. We're never doing it the old way again.
Josh, Head of Technical Presales
I was always scared after meetings because we would be gone and then we had to count on the prospect to sell internally. The training changed everything. Now I’m not worried when prospects play the telephone game because they get it, and sell FOR us.
Rishav, Account Manager

Presales Training Doesn't Work

99% of presales training doesn't work because it was designed for novices. But 99% of sales engineers aren't novices. They are rockstars that were hand-picked to join the sales team because they were the absolute best in their former career (e.g. engineering, consulting, tech support, etc.).

At Alpha Presales, we understand what you're asking us to do. You're asking us to help you train experts. Training experts is hard. That's why we make discovery such a large part of our process. We will work with you to design a training program that meets your engineers where they are and takes them to where they need to be.

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We work with clients that ask for more out of their sales engineers than just giving demos and presentations. We work with clients whose SEs are their secret weapon. We help them reach their full potential to discover more, lead more, and sell more. We do this by teaching them to use their big brains to be more than just a Trusted Advisor, but rather a Trusted Leader.

READ MORE

The Most Important Presales Formula Ever (i.e. How to Pitch Anything, including Kubernetes)

Have you ever asked a tech person to explain something to you, but you still had no idea what they were talking about? 

This formula will work on prospects, partners, coworkers, your grandmother and even your adolescent son with no attention span. Oh, and it’s math, so your engineers might actually like it.

Read MoreREAD MORE

Schedule a Call!

You're probably wondering, "do I really want to do this?" Just know that if you do, we will not spam you with 100 emails and dozens of phone calls. We will listen to you, not pitch you. The purpose of this call is to figure out what you're interested in and share what we do so that you can determine if we are a fit for your needs. If you're too afraid to schedule a call, send us an email at info@alphapresales.com.

Valuable Resources for Presales

3 Simple Steps To Telling Better Stories

A Simple 3-Step Formula to PreSales Storytelling. Learn how to tell better stories that prospects will relate to and that will help lower cycle times.

READ MORE

The Confidence Problem

If your sales cycles are too long, sales process alone can't solve everything. You need confident reps and confident engineers.

READ MORE

The Software Tour Guides

Sales Engineers face tons of obstacles on their journey to becoming the best. Figure out where your SEs are at and how to get them to the next level.

READ MORE