Setup for more
PreSales Success in 2024
2023 was an awesome year for you and your company? You achieved 100%+ year over year growth,
grabbed quite some market share, filled the pipeline, and closed very strong.
That is superb.
The downside: The expectations for 2024 were just raised dramatically.
The time to adjust your systems is NOW. When you grow you have to touch mainly 3 areas:
– Demo and Qualification
– Proof of concepts
– Hiring and onboarding
With our individual workshops we can set you up for success in each of those areas.
Scale and Succeed
Rocksolid Presales at Scale
Growth means adjustment and change. What worked fine so far needs to be checked if it will sustain the projected numbers.
The School of Presales is here to assist you in your needs and get you set up for success at scale.
Onboarding Workshop
Faster to productivity and beyond
Hiring the right talent is only the first challenge. Once they are onboard they need to be ramped up before they can be really productive. This takes their time and the time of your revenue generating SEs.
In our Onboarding workshop we find the best way for you to keep the ramp up time to a minimum while keeping the quality up. We talk about process adjustments, the right tools and how to fill the skill gaps individually fest.
POC Pro Workshop
Achieve 80+% Conversionrate
Scoping, execution and closing of POCs are the staple of your sales engineer life. With growth comes the challenge to keep it under control. In our workshop we check with you how to scale this, where adjustments are needed, which tools are available to ensure a reliable POC forecasting and high conversionrate.
Rocksolid Demo Workshop
Steady, Reliable, Storified
The product demo is your sales tool #1. The system needs to be available 24/7. At the same time its design needs to foster a flexible flow that allows to adjust according to customers needs.
As a result of the workshop you’ll always be ready to demo your product in minutes. Work on the story, the USPs, the setup and the operations to get you the rock solid demo that your sales presentation hinge on.
Achieve 80+% Conversionrate
POC Pro workshop
Get rid of:
❌ Never ending POCs that bind valuable SE time
❌ Low POC conversionrate: Less than 60% of them are converting into deals
❌ POCs that close technically, but never commercially
Your sales engineers are always fully booked and never available?
This means time of your valuable sales engineers is wasted in futile exercises.
Our POC Pro workshop helps you to maximise the POC conversionrate, get the most out of the SEs time, increase your sales numbers, make the quota for the year, and motivate the SEs.
In the workshop we’ll spend 1 day (8 hours – dividable into 2 sessions) to develop a concise POC process design that integrates tools, culture and technology.
We will lay the foundation for a scalable, successful process that can grow with your team and make onboarding much faster. All the data and results will be collected in a canvas (tool of your choice, e.g. FreeForm, Conceptboard, Mural, Miro, etc.) that enables you to implement the process that is best for you. We will dive into the following topics
✅ Scoping: Process and documents
✅ Stages and CRM integration
✅ Business Case based success criteria
✅ Metrics, KPIs and control mechanisms
✅ Tools and more.
Solid – Always ready – Storyfied
Product Demo Workshop
The demo system is probably your most valuable sales tool but it is often neglected when it comes to upgrades, operations and addition of new features.
Coming from the system that was created by the founders or the first SE we need to establish a demo environment design that will be a rock solid foundation for growth. Reliable, revolving around your USPs and usecases, flexible but, at the same time, providing guidance.
In the workshop we’ll spend 1 day (8 hours – dividable into 2 sessions) to develop a stable and reliable Demo structure that integrates story, presentation and technology. This will function as the foundation for a reliable, reproducible and flexible demo system that can grow with your product and provides a solid bedrock.
All the data and results will be collected on a canvas (tool of your choice, e.g. FreeForm, Conceptboard, Mural, Miro, etc.) that enables you to implement the demo that is best for you. You will NOT have a completely new developed demo system after this workshop, but you have a solid plan how to implement it.
We will dive into the following topics
- Story: Develop a foundation and guardrail for a demo which contains all USPs
- USPs: Define must haves and bells and whistles of the demo system
- System design – collect requirements and must-have technologies that need to be implemented
- Define the roles – operations, development, product management
Faster to productivity and beyond
Onboarding Workshop
Hiring the right talent is only the first challenge. Once they are onboard they need to be ramped up before they can be really productive. This takes their time and the time of your revenue generating SEs.
In our Onboarding workshop we find the best way for you to keep the ramp up time to a minimum while keeping the quality up. We talk about process adjustments, the right tools and how to fill the skill gaps individually fest.
All the data and results will be collected on a canvas (tool of your choice, e.g. FreeForm, Conceptboard, Mural, Miro, etc.) that enables you to speed up your hiring. You will NOT have a completely implemented structure after this workshop, but you’ll have a solid plan.
- Hiring: Define the right candidate profile and identify sources where to find them
- Check on onboarding documentation and identify gaps to be filled
- Identify resources to speed up the process without depleting your existing team members
- Define a ramp up schedule with trainings, shadowing opportunities, etc.
Pricing Table
Choose Your Package
from€1748
Workshops
1 Workshop with up to 6 participants for one of the following topics
- Demo
- POC Pro
- Hiring
- or: Topic of your choice on request
A workshop includes 8 hours workshop onsite or remote or 2×4 hours online. Travel costs and accomodation are not included.
€788year
SE Ramp Up Package
For your new sales engineers who like to speed up the onboarding process (aka School of Rockstars)
- 5 hours of individual coaching / mentoring (online)
- Work on the missing skills
- Get the existing skill to mastery
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