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Trust for Solution Engineers
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Solution Engineering Mastery Series
Trust for Solution Engineers

The first objective of a solution engineer is to establish trust. Without a customer’s trust the solution engineer has nothing. It turns out, SEs are uniquely qualified to earn and keep trust. All solution engineers need to make trust their top priority.


Technical professionals are frequently sought to meet with clients as resources to answer difficult questions. Sales representative and solution engineers frequently function as if the SE is a technical backup, the person to whom hard questions can be deflected. The SE is an appendix or addendum to the sales effort. Unfortunately, this approach is common but denies the potential power of great solution engineering.

The objective of the great solution engineer goes far beyond questions and answers. The objective of the SE is three-fold, it is to establish trust, determine mutual vision, and ensure delivery. SEs should answer questions when appropriate, but their objectives go far beyond that. The true objectives are trust, vision, and delivery.

This course explores the first objective of all solution engineering, establishing trust. The course covers the benefits of trust and why SEs are uniquely positioned to obtain trust. It explores the SE’s advantage in establishing trust and the types of trust that they must pursue. Finally, the course explains how SEs earn trust and keep it.

Alan Berrey is an experienced entrepreneur, author, instructor, and coach. He is a leader in the subjects of expertise, solution engineers, and sale consultants. His researches, articles and lectures have aided thousands of solution engineers and subject matter experts. He has worked as a solution engineer for decades and has served clients in dozens of industries. He is a highly sought instructor who is consistently valued by his students and audiences.

Duration: 45 minutes
Format: 13 videos
Delivery: Online, on demand, self paced
Host: Our LMS, or yours
Access: 24/7
Language: English
Term: One year license
Price: $75 US per person
Course #: 101

Courses in This Series

Become a Better
Solution Engineer

  • Delight your customers as well as your sales colleagues
  • Help your organization close deals and increase revenue
  • Differentiate yourself from the other technical leaders in your company
Course details:
  • Last updated December 2022
  • English Language
  • 8+ hours of on-demand video
  • 130+ videos, self pace
  • One year of access
  • Access via mobile phone or computer
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