PreSales Mastery → Technical Functional Qualification (FTQ) - PreSales Handbook

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PreSales Mastery
PreSales Mastery

PreSales Mastery

Curriculum

23 Sections
50 Lessons
Lifetime

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Introduction and Structure of the Course
2
- 1.0
  Introduction to the Course
  8 Minutes
- 1.1
  Navigation and good to know
  5 Minutes
The Challenges, Solutions and Benefits of PreSales
1
- 2.0
  The Challenges, Solutions and Benefits of PreSales
  30 Minutes
Buying & Selling Journey
3
- 3.1
  Buying Journey
  30 Minutes
- 3.2
  Buying Personas
  20 Minutes
- 3.3
  Selling Journey
  20 Minutes
The PreSales Mindset
1
- 4.0
  The PreSales Mindset
  15 Minutes
Functional & Technical Discovery & the Opportunity Scoping Document (OSD)
3
- 5.0
  Functional & Technical Discovery
  25 Minutes
- 5.1
  Functional & Technical Discovery Best Practises
  25 Minutes
- 5.2
  The Discovery Summary / Opportunity Scoping Document (OSD)
  15 Minutes
Technical & Functional Qualification (TFQ) & the Opportunity Review Call (ORC)
2
- 6.0
  Technical Functional Qualification (FTQ)
  15 Minutes
- 6.2
  Opportunity Review Call (ORC)
  15 Minutes
The Demo (Tell the Story)
8
- 7.1
  Science behind the Demo
  40 Minutes
- 7.2
  Demo Structure
  20 Minutes
- 7.3
  The Demo Preparation
  15 Minutes
- 7.4
  The Demonstration
  15 Minutes
- 7.5
  After the Demo
  15 Minutes
- 7.6
  Why Demos fail and how to avoid it
  15 Minutes
- 7.7
  Presenting Onsite
  15 Minutes
- 7.8
  Presenting Remote
  20 Minutes
Demo Automation
3
- 8.0
  Demo Automation
  15 Minutes
- 8.1
  Client Facing Click-Through Demos
- 8.2
  Personalised Videos
Return on Investment (ROI) & Value Calculation
1
- 9.0
  Return on Investment (ROI)
  35 Minutes
Proof of Concept (PoC) Execution
1
- 10.0
  Proof of Concept (PoC)
  20 Minutes
RFX Process (RFI/RFP/RFQ)
1
- 11.0
  RFX Process (RFI/RFP/RFQ)
  35 Minutes
Lessons Learned
1
- 12.0
  Lessons Learned
  25 Minutes
Competition
1
- 13.0
  Competition
  20 Minutes
Documentation & Knowledge Sharing
1
- 14.0
  Documentation & Knowledge Sharing
  20 Minutes
Objection Handling
1
- 15.0
  Objection Handling
  25 Minutes
Personal Branding & the Importance of Staying Updated
1
- 16.2
  Building a Personal Brand Both Online and Offline
  10 Minutes
Metrics and KPIs for PreSales
1
- 17.1
  Core Metrics for PreSales
  20 Minutes
Tools & Technologies
11
- 18.1
  How to set up your homeoffice?
  30 Minutes
- 18.2
  Personalized Booking Page
  5 Minutes
- 18.3
  Breaktime For Powerpoint
  5 Minutes
- 18.4
  Writing Support
  5 Minutes
- 18.5
  Customer-facing Content portal
  5 Minutes
- 18.6
  Interactive Demo Software
  5 Minutes
- 18.7
  Capture Tool
  5 Minutes
- 18.8
  Click-Through Demo Software
  5 Minutes
- 18.9
  Recording Software
  5 Minutes
- 18.10
  Whiteboarding
  5 Minutes
- 18.11
  Content Knowledge Page
  5 Minutes
Best Practises
2
- 19.0
  How to create a stunning Demo
  9 Minutes
- 19.1
  How to create your Master Demo Deck
  30 Minutes
Conclusion
2
- 20.0
  Conclusion of the Course
  25 Minutes
- 20.1
  Final Mastery Quiz
  90 Questions
End-to-End Selling Journey & RACI
2
- 21.1
  Selling Journey End-to-End Helppage
- 21.2
  RACI Matrix
Frequently Asked Questions (FAQ)
1
- 22.1
  FAQ
  5 Hours
"1000 years of PreSales" Expert Interviews
1
- 23.1
  Expert Interviews
  60 Hours

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