1. Welcome to the Course! 
2. The Primary Objective of Presales
3. Common Challenges, Obstacles & Mistakes 
4. Introducing the Six Habits
5. Think Magic Trick
6. Module Review Quiz: Introduction

Transform your sales outcomes by building stronger, trust-driven partnerships with your sales team.

1. Introducing Habit #1 PARTNER: Sales is a Team Sport
2. The DNA Principle
3. Setting Expectations 
4. Three Steps to Building an Effective Partnership with Sales
5. Bonus Material: Winning Demos are TEAM Victories
6. Bonus Material: Trust needs to be EARNED
7. Bonus Material: Sales Lessons from Tommy Boy
8. Module Review Quiz: Habit #1 PARTNER

Master the art of discovery to uncover your customers' true needs and priorities

1. Introducing Habit #2 Probe
2. Getting the Right Mindset
3. Challenges & Mistakes
4. The Golden Rule of Selling Software
5. How to Handle Pushback from Sales
6. Understanding Our Role in Discovery
7. What Should We Be Probing For?
8. Questions
9. Conversation Flow
10. Discovery is a Process 
11. Discovery in Disguise 
12. The Final Word on Discovery
13. Module Review Quiz: Habit #2 PROBE

Deliver unforgettable demos by mastering customization and storytelling techniques that captivate.

1. Introducing Habit #3 Prepare
2. Common Mistakes
3. Cornerstone Principle: Content vs. Story
4. Demo Customization Framework
5. The Demo Plan
6. Storytelling Best Practices
7. The Final Word on PREPARE
8. Module Review Quiz: Habit #3 PREPARE

Sharpen your skills through intentional practice, team collaboration, and mastering recovery strategies to perform flawlessly under pressure.

1. Introducing Habit #4 - To PRACTICE
2. Click EVERY Click
3. Practice as a Team
4. What NOT To Do When Things Go Wrong
5. What TO DO When Things Go Wrong
6. Module Review Quiz: Habit #4 PRACTICE

Deliver impactful demos that captivate your audience, inspire action, and differentiate you from competitors

1. Introducing Habit #5 – To PERFORM
2. Set Expectation and Agreement in the Room
3. Know the Players
4. Set Up and Ready to Go
5. Begin with the End
6. Set Context
7. Leverage the Before and After
8. Know Your Ah-Ha Moments
9. Differentiate From the Competition
10. Think Like an Uber Driver, Not a Tour Guide
11. Explain, But Don't Over-Explain
12. Don't Assume They Know Your Terminology
13. Please Slow Down, A Confused Mind Always Say No
14. Questions Part 1 - Questions are Insights in Disguise
15. Questions Part 2 - The Q&A Matrix (The Four Ds)
16. The Checkdown System 
17. The Qualified Yes and The Power of Saying No
18. Seek Feedback and Leverage the Mini-Close 
19. The Final Word on PERFORM
20. Module Review Quiz: Habit #5 PERFORM

Achieve consistent growth by refining your approach.

1. Introducing Habit #6 PERFECT: The Post-Meeting Debrief
2. Mastery is an Asymptote
3. Final Thoughts on Habit #6
4. Module Review Quiz: Habit #6 PERFECT

1. Program Review: Introduction & Habit 1
2. Program Review: Habits 2 - 4
3. Program Review: Habits 5 & 6
4. Study Guide
5. Six Habits Certification Exam

 This certification is ideal for Sales Engineers at all experience levels looking to advance their careers, gain a recognized credential, and stand out from the competition and their peers.

• Newer Sales Engineers seeking to master the foundational skills that drive success from day one.
• Experienced SEs aiming to refine their approach and achieve even higher levels of performance and success.
• Aspiring SEs looking to prove their capabilities and fast-track their career into technical sales.

• Leverage a proven program to not only provide critical soft skill enablement but ensure its effectiveness. Soft skills continue to be a significant deficiency for sales engineers, especially newer ones. With all that an SE must learn to become enabled to perform in their role, these skills tend to take a lower priority then technical and product knowledge.  
• Greatly reduce the time to onboard new SEs by having a ready made and standard program available that could be delivered either inhouse or outsourced depending on available resources.
• Position the sales engineer team as true partners in the selling process by strengthening their ability to build relationships with prospects and provide value in the sales cycle. 
• Provide confidence when considering and hiring an out-of-industry candidate. Candidates with proven soft skills make the transition to a new industry easier, quicker, and more successfully. 

While the sales engineer role has been part of technical selling for decades, there is no industry standard program or body that determines what it means to be an effective sales engineer and then certifies the individuals in the role meet those standards. While the technical expertise required to succeed varies based on the company and the market that company operates in, there are a core set of soft skills – behaviors and attitudes – that are critical for effectiveness and universal across all companies and markets. The Six Habits best codifies those soft skills. Sales engineers who understand and practice them represent the best in their profession.