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Workshops that

Sales Training for Solutions Consultants

Teach your sales engineers to talk less and win more
Book a Call
Close More Deals
Do Less POCs
Be More Efficient

Sales engineers are geniuses.

But they're not efficient...

They over-explain things because they're so smart
They do lots of POCs because they're good at them
They say "it depends" to every question they get
They get into-the-weeds because they're analytical
These things kill deals, invite more POCs, and burn cash.

Book a call and find out how to be more efficient.

Alpha Presales

Alpha Presales (AP) offers custom training workshops and custom consulting services that make presales teams more effective.

Training

Unlike traditional presales training, that teaches you things you're already good at, AP offers custom workshops that only teach you what you're not good at. For example, most Trusted Advisors are great at demos, but they struggle with brevity, discovery, and leadership. AP Training trains Trusted Advisors to be Trusted Leaders.

Consulting

Where are you at in your growth journey? Pre-IPO? Post-IPO? Trying to save cash while still growing? 

You tell us what you want and our presales consulting team will help you get there (e.g. you can tell us things like win more, reduce CAC, save cash, tighten forecasting, or upskill faster).

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.
Alpha Presales helps presales teams go from being Trusted Advisors to being Trusted Leaders.

Book a call and see if we can help your team. Or don't and just keep doing more POCs than you need to.

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 specific needs

3

Delivery
Go through training and embed learning into your ongoing programs
We know that every presales team is different. That's why we make discovery part of our process. If you don’t think we understand your business, then you don’t pay. There's no risk.

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
They asked for a POC which I was happy about because we always win them. Then I decided to use the Alpha Presales prescriptive approach instead. It avoided the POC entirely. The mock-up took me less than one hour to do. I showed it to them and they loved it. Then they asked for a screenshot, put it into their presentation for the COO, and we got into contracts the next day. It was way faster than a POC.
Bill - Senior Solutions Consultant
“Our prospects thought we were a nice-to-have. When we switched to the Alpha Presales Mutual Value Model, the conversations changed. The model is so simple that the customer builds it themselves and we're not pitching anymore. They feel ownership and use it to sell internally.
Aaron - Head of Presales

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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If you just need to demo  or presentation coaching, we recommend that you look elsewhere. We work visorsell highly complex products involving multi-week POCs and trials, in-depth discovery, and unique solutioning abilities. We help these Trusted Advisors become Trusted Leaders that win more by talking less and doing less POCs. Because that's what their customer's need and that's what tech companies need in order to stay profitable. Book a call and turn your rockstars into leaders.

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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.

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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. The purpose of this call is to share what we do so that you can determine if we are a fit for your needs. That's it. We're not going to waste time if we can't help you.

Valuable Resources for Presales

How To Make Presales Effective

Why are sales engineers better engineers than they are sellers? A big problem with a simple fix.

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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.

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The Confidence Problem

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

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