Companies need influential SEs, especially in presales. The first three stages of the sales funnel are awareness, interest, and decision. The SE has a unique role to play in each stage of the customer’s journey. SEs are critical to sales enablement.
Sales professionals have been taught for decades to use a funnel as a representation of a customer’s journey through the buying process. Great solution engineers bring value to each stage of the marketing and sales funnel.
The standard sales funnel has six stages, which represent discrete customer steps. This course explains the funnel and several important ideas about how sales professionals think about the funnel and manage the funnel. SEs have unique roles in the top half of the funnel. The pre-sales stages are awareness, interest, and decision.
In the awareness stage, SEs can contribute to marketing programs. They can amplify advocate, evangelize, and align. In the interest stage, customers pay close attention to the SE’s knowledge, skill, and attitude. In the decision stage, the customer determines that a product or service might fit their needs.
SEs can make a huge impact in presales. Company’s need SEs to be exceptional in the top half of the funnel: awareness, interest, and decision.
Duration: 80 minutes
Format: 27 videos
Delivery: Online, on demand, self paced
Host: Our LMS, or yours
Term: One year license
Price: $75 US per person
Course #: 111