Course curriculum

    1. Welcome to Presales Foundations!

    2. Review the Foundations Program Overview

    3. Presales Foundations Community Group Guide

    4. Introduce Yourself In the Presales Foundations Group

    5. Complete the Presales Foundations Pre-Training Survey

    1. Review the Foundations: Discovery e-Learning

    2. Discovery Guide

    3. Types of Discovery Questions

    4. Discovery - Reflection

    5. Your Discovery Toolkit

    6. Structuring a Preliminary Discovery Call

    7. Understanding the Prospect

    8. Common Discovery Mistakes

    9. Mock Discovery Practice

    10. Example Discovery Call

    11. Example Discovery Call - Reflection

    12. Discovery Worksheet

    1. Review the Foundations: Demo Foundations e-Learning

    2. Demo Foundations Quiz

    3. Discovery to Demos

    4. Tell-Show-Tell Technique

    5. Review the Foundations: Value-Based Selling e-Learning

    6. Value Selling in Demos

    7. Review the Foundations: Storytelling in Demos e-Learning

    8. Storytelling Techniques

    9. Storytelling Practice

    10. Storytelling Practice - Reflection

    11. Demo Delivery

    12. Example Demo

    13. Example Demo - Reflection

    14. Complete your Demo Worksheet

    1. Review the Foundations: Objection Handling e-Learning

    2. Responding to Questions

    3. Handling Competitors During Demos

    4. Live Scenario Practice - Introduction

    5. Live Scenario Practice (Part 1)

    6. Live Scenario Worksheet

    7. Live Scenario Practice (Part 2)

    8. Live Scenario - Reflection

    1. Practice Prep: Demo Prep Worksheet

    2. Demo Dry Run (Recorded)

    3. Micro-Demo Example

    4. Micro-Demo Practice (Recorded)

    5. Practice Makes Perfect: Connect with Your Peers

    1. Watch Becoming a World Class SE/SC with Ash Davis

    2. Becoming a World-Class SE Takeaways

    3. Working with (Difficult) People

    4. Working with (Difficult) People - Scenario Reflection

    5. Scenario Reflection - Answer Key

    6. Best Practices in Presales

    7. Presales Foundations - Reflection

About this course

  • 52 lessons
  • 3 hours of video content
  • Estimated time to complete: 10-15 Hours

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