Corporate groups typically draw from our proven 10-course curriculum—with optional add-ons for sales collaboration or industry-specific content. Sample topics include:
Top Three Objectives in Sales Enablement
Trust, Vision, and Delivery.
The top three objectives of a technical advisor are to establish trust, determine mutual vision, and ensure delivery. Everything else is secondary.
Knowledge, Skill, & Attitude
Mastery is not an accident.
The key attributes of top expert performance are knowledge, skill, and attitude. These attributes and many others are explored as well as your domain of competence.
Risk: The Foundation of All Expertise
Experts exist to reduce risk.
Clients seek experts to overcome risk. This session explores how risk impacts how advisors can manage risk while preserving trust, truth, and clarity.
Attributes of Mastery
What makes someone credible?
Being an effective solution engineer involves a measure of stage performance. SEs must be willing to step into the spotlight and project a voice that is confident, consistent, discerning, and optimistic.
Expert Power and the Challenges of Influence
Influence is earned, not assumed.
Drawing on psychological and social power theory, this session helps experts understand how influence works—and how to overcome the forces working against it.
Sales Philosophies and Models for Experts
SEs work within sales models.
This session introduces core sales frameworks such as SPIN, Challenger, MEDDPICC, and others. Technical advisors support and extend these approaches without duplicating the efforts of their sales colleagues.
Solution Engineers in Presales
Making an impact early.
Technical advisors are key to building customer awareness, interest, and decisions. This session teaches how to work effectively across buyer roles, tailor messaging by segment, and handle early objections with confidence.
Solution Engineers in Post-Sales
When trust becomes loyalty.
This module focuses on how technical advisors can improve retention, account growth, and advocacy. Participants explore how to fix problems, deepen stakeholder relationships, and create conditions for customer evangelism.
Demonstrations and Trials
Making the demo matter.
Technical demonstrations and trials are high-impact engagements that either build confidence or sow doubt. This session teaches how to script, frame, and deliver powerful, emotionally resonant demonstrations that drive decisions and accelerate deals.
The Laws that Govern Expertise
When experts are accountable.
From legal precedent to contract structure, this session explores the rules that govern how expertise is conveyed, interpreted, and challenged. It borrows lessons from the courtroom to sharpen credibility and ensure the expert's voice is appropriate and admissible.
