The Hero’s Journey of the Sales Engineer

Frequently asked questions

• How can I be sure this is the right course for my team?

  When your sales engineering team is overwhelmed by opportunities. When they are passively following company and CRM processes. When they don't inspire clients with bold or creative ideas. When the average deal size doesn’t grow. When they have difficulties, position the value of your solution. When there are lots of complaints about wasted time, unqualified opportunities, and unprepared account executives. In summary, if your sales engineers are busier than the postman during Christmas, then this training is a perfect fit for your team.

• How many team members can be trained simultaneously?

  The training accepts a maximum of 8 individuals. In addition to the team’s lead/manager.

• Is it true that the team lead can join for no cost?

  Yes.

• What other benefits does the individual get?

  You as a participant receive the following perks: A Gallup strengthsfinder test to assess your basic strengths. Weekly individual coaching sessions. A recalibrated self-image of you in the sales engineering role.

• Is that course for individuals or for teams?

  The course is designed for B2B sales engineering teams. Mixing members of different teams worked very well and the learning experience especially in the role-play exercises can be greater.

• What are the prerequisites for the course?

  The primary prerequisite is the wish to improve, to get pulled out of comfort zone, or to learn uncommon techniques. Each student is required to get the accompanying “The hero’s journey of the sales engineer” workbook from Amazon. Either Microsoft Powerpoint or a Google Account is needed to access the training slide deck. Check your CRM for some current opportunities, they should be top of mind for the exercises.

• How much does the course cost?

  For each participating student, 1400€-2000€* will be charged, depending on the number of weeks booked. Four weeks cost 1400€ and eight weeks cost 2000€. The minimum is 6 and the maximum is 8 students. For a quote please contact: [email protected] (* doesn't include VAT; US and EU companies outside Germany typically don’t pay VAT, reverse charge)

• What are the objectives of the hero's journey course?

  It lets you discover your strengths, refocusses your self-image as a sales engineer, and helps you develop your avatar. It shows you how to create time and be more successful in your role literally. It motivates you to be bolder, to take some creative risk, and therefore achieving more. It aligns to an ongoing opportunity of yours with practical exercises – you will come out of the course with a handful of value selling assets to be used in your opportunities. It provokes a paradigm shift: from demo-dolly to the rockstar of the sales team. It encourages new ways of working: if you want exceptional results, you need exceptional performance. It teaches sales concepts tailored to sales engineers – instead of participating in training designed for account executives. It provides you with discovery and qualification methodologies. It explains to you how the role of the sales engineer will develop and ideas on how to leverage that. It works with you on your brand positioning and product differentiation.

• Will this training be held online?

  Yes, our training and coaching are delivered as Virtual Instructor-Led Training (VILT). We are streaming professionally from a TV-studio-like environment for maximum student engagement and satisfaction. This is a high-quality course for sales engineers.