Where there is no risk, there is no need for an expert. People seek solution engineers when they need to overcome risk. So, SEs must identify and mitigate risk. In this course we focus on risk: the SE's chief opponent.
The primary reason people seek experts is to avoid risk. If there is no need to overcome a risk, then there is no need for an expert. Everything about the work of a solution engineer pivots on risks. This course covers risk, what it is and how perspectives on risk differ between an SE, an SE's sales colleagues, and a layperson.
Most salespeople have been trained to think about customers through the lens of pain points. They look for pain as a catalyst for sales. The bigger the pain point, it is thought, the more likely it is that a customer will buy. In a similar way, solution engineers should think about their customers through the lens of risk. What risk are they experiencing? How much do they feel the risk? What risk can a solution engineer help them overcome?
This course covers the essential ingredients of risk and the fundamentals of risk management. Solution engineers must be masters at identifying and vanquishing risk. Solution engineers are the counterbalance to risk.
Duration: 40 minutes
Format: 7 videos
Delivery: Online, on demand, self paced
Host: Our LMS, or yours
Term: One year license
Price: $75 US per person
Course #: 105