May 29-30 or Jun 19-20, 2024 at 10a-2p CDT
|Virtual Event
TSEC Level 3 - MTS 307 The Trusted Advisor Sales Engineer
Technical Sales Engineer Certification Level 3 (TSEC-L3) Learn how to become a Trusted Advisor to your customers, keep and grow that stats and apply it to increase your trust and success with customers.
Time & Location
May 29-30 or Jun 19-20, 2024 at 10a-2p CDT
Virtual Event
About the event
Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor – two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a workshop specifically designed to start the Sales Engineering organization on the journey to becoming a Trusted Advisor.
The workshop focuses on developing the professional skills to modify both the behavior as well as the actions required for an SE to become a Trusted Advisor. The practical components of the class show how a TA would act during a sales cycle compared to a transactional SE when in front of a technical, business or executive audience.
The outcome of the class is an SE built measurement scale and The Trust Equation – which provides a quantifiable method to measure the degree of Trust established between the SE and the Customer.
AGENDA
Day 1
- Build and Define your definition of a Trusted Advisor
- Learn the five components of Trust
- Link each component to actions for some quick wins
Day 2
- Create your own Trust Scorecard
- Understand and Internalize the Trust Process from the SE viewpoint
- Apply the learning through multiple Case Studies