PSC Enablement Partnerships Overview: Convert Potential into Performance

PSC enablement offerings are designed to complement your existing enablement strategy. Together, we’ll devise a program,
using our content and yours, that delivers maximum results. During the consultation period, the goal is to design a program
that is timely, personalized, performant, cost-effective and enduring, while protecting your team’s bandwidth.

We’ve been running skill-focused training courses for the past three years and have earned an NPS of 70+ due to our
modern curriculum, interactive format and high-touch student support.

Our Programs
Course Name Description Topics Covered Best For
Introduces and coaches early-career sales Demos Objection Handling
Onboarding New
Foundations engineers on the essential skills needed to Discovery Value Selling
Team Members
excel in the role. Storytelling SE Best Practices

Equips students with the competencies and Preparing for Discovery Calls Leveling Up Mid-
Discovery knowledge to uncover customer needs and Leading an Effective Discovery Call Career Team
craft compelling solutions. Packaging up Discovery Insights Members

Empower sales engineers with value-focused Value Communication Techniques Leveling Up Mid-
Value Selling strategies and shared language to optimize Maximizing Every Touchpoint Career Team
revenue and streamline selling. Creating a Value Hypothesis Members

Master the art of technical sales: influence, AE Partnerships Leveling Up Mid-

Deal Influence relationships, and strategic thinking for Building Customer Relationships Career Team
successful sales engineers. SE Craftsmanship Members

Covers management best practices that you Recruiting, Hiring and Onboarding Training Soon-To-Be
Leader Elevate won’t learn as an individual contributor for Coaching and Feedback or First-Time
new leaders. Operational Excellence Managers

Partnership Options

Seat Credits Private Workshops Unlimited Membership

Best For Year-Round Best For Targeted Best For Year-Round
Learning and Development Team Development Learning and Development

From $999/Credit Custom From $8000 Custom From $15000

*4 credit minimum

Testimonials
PreSales Collective has been an instrumental partner in building a high-performing Solutions
Engineering team. I highly recommend them to any organization looking to empower their go-
to-market organization.
Chris Schenider, VP Solutions @ Corva

Other Notable Clients:

Enablement@[Link] [Link]/programs
PSC Enablement Unlimited Membership Overview: Your Year-Round Enablement Partner

Why Enablement Unlimited?

SE Enablement, reimagined. Say goodbye to one-size-fits-all, one-and-done, team-disrupting trainings. Enablement Unlimited
provides live learning programs, certifications built around key revenue metrics and presales competencies, and an engaging
peer community – all year long, for your entire team.

If you’re looking for flexible, global, expert-led, SE-specific enablement, look no further.

Notable Clients:

What’s Included?

Live Courses Multi-week, interactive, cohort-based, online programs providing hands-on skill development.

Reinforcement Roundtables Live sessions that solidify knowledge through practical application and peer-to-peer discussions.

Exclusive Workshops Deep-dive sessions hosted by industry-leading presales experts on cutting-edge topics.

Async Content Library Self-paced learning through an evolving library of professionally produced video courses.

🤝 Your Dedicated Enablement Partner: We don't just provide courses; we collaborate with you to craft a tailored
enablement plan for your team. Through quarterly reviews, we ensure our approach evolves with your needs. With us,
you're not just getting a service; you're gaining a partner invested in your team's success.

2025 Schedule
🗓️ Our robust programming runs year-
round, offering:

135+ Live, diverse sessions

Multiple time slots to fit global
schedules
Flexibility to join when it suits your
team

With Enablement Unlimited, your team

has access to continuous learning 2x 2x 2x 2x 2x 2x 2x 2x 2x 2x 2x 2x
opportunities. Whether it's a course,
roundtable, or workshop, there's
always something valuable on the
horizon. *Approximate schedule; subject to change

Empower your team. Watch them thrive. Achieve your goals.

After completing three courses, I feel much more empowered in refining my pitching style and
perspective when proposing solutions to new prospects. I truly learned a lot and feel better
equipped to approach future engagements with a fresh perspective!
Bruce Liu, Senior Solutions Engineer, Perforce

Enablement@[Link] [Link]/programs
 PreSales Presales Foundations: Course Summary

Set yourself up for PreSales success with our comprehensive 4-week PreSales Foundations course. This virtual program
equips you with the essential skills to articulate and deliver value to customers effectively. You'll graduate prepared to drive
value-centric interactions, tailor your approach to customer needs, and maximize value partnerships, setting the foundation
for a successful sales engineering career.

Program Highlights
Presentation Techniques & Demos: Learn compelling frameworks that address customer needs, leverage storytelling,
and conquer objections.
Discovery Principles: Start a sales cycle off right by uncovering customer needs and ensuring every interaction is
tailored and effective.
Become a World-Class SE Partner: Dive into the (difficult) conversations that earn you the position of trusted advisor,
both internally and externally.

What You Will Learn

Set yourself up for PreSales success with PreSales Foundations. This 4-week course equips you with the essential skillset to
grow into a best-in-class SE. You'll graduate prepared to excel in your role and build a successful sales engineering career.

Session Topic Learning Objectives

PreSales Mindset and The Power of Feedback Understanding the Discovery Process
Mastering Discovery Conquering Imposter Syndrome Effective Discovery Techniques

Value-Based Selling Crafting Value Propositions Answering Customer Questions with Confidence
Techniques The Power of Storytelling Objection Handling Mastery

Demo Delivery that Building a Winning Demo Framework In-Person Demo Strategies with Coaching
Drives Results Remote Demo Delivery Excellence Demo Dry Run

Strategic Partnerships with Your AE CRM Housekeeping

Being a World-Class SE
Building Customer Trust Presales Best Practices

Course Structure
The course spans four weeks, featuring mandatory 90-min live sessions once Duration: 4 weeks
per week, except for week three where we meet twice. These interactive Commitment: 5 hours per week
sessions engage you with instructors and peers through discussions and role- Format: Virtual sessions once a week,
plays, providing real-time feedback. Complementing the live sessions, weekly complemented by asynchronous learning.
assignments allow you to understand the concepts we will be discussing live.

1 wk prior Wk 1 Ses. 1 HW Workshop Wk 2 Ses. 1 HW Workshop Wk 3 Ses. 1 HW Workshop Wk 3 Ses. 2 HW Workshop Wk 4 Ses. 1 HW Workshop Certificate

Added to Due 1st 3 hrs Due 1st 3 hrs Due 1st 3 hrs Due 1st 3 hrs Due 1st 3 hrs Upon successful
eLearning session session session session session session session session session session completion*
*must attend all live sessions

Who Should Attend? Why Choose PreSales Collective?

Early-Career SEs with 0-2 years of experience that want to Expert Facilitators: Learn from seasoned presales
build or refine their presales toolkit, or Presales Teams leaders with extensive industry experience.
looking to create a universal understanding of presales Interactive Learning: Engage in roleplays, actionable
concepts and align on industry best practices. exercises, and peer collaboration to reinforce learning.
Community: Grow your network by collaborating on
interesting presales topics with your peers.
Testimonial
“My experience with the PSC Foundations program was nothing short of transformative. The foundations course
empowered me to navigate this new career path with confidence, allowing me to make an immediate impact on potential
customers. This transformation has led my team and me to achieve greater results and more significant success."
Francisco Oller Garcia, Solutions Architect

Enablement@[Link] [Link]/programs
 PSC Discovery Pillars: Course Summary

Join our immersive 3-week Discovery Pillars course, designed to elevate your presales expertise by mastering the art of
discovery. This virtual program equips you with the essential competencies to uncover customer needs, build trust, and craft
compelling solutions that drive sales success.

Program Highlights
Lead Effective Discovery Calls: Learn to ask the right questions, listen actively, and navigate stakeholder dynamics to
uncover critical insights and build lasting trust with your prospects.
Professional Preparation: Develop thorough research skills to understand your customer's business and create tailored
discovery plans that align with their unique needs.
Transform Insights into Revenue: Leverage discovery insights to create persuasive value propositions, align solutions,
and drive revenue growth.

What You Will Learn

In the Discovery Pillars course, you will learn how to effectively conduct discovery calls by mastering frameworks for guiding
conversations, asking the right questions, and building trust through empathetic listening. Additionally, you'll gain skills in
preparing for discovery by identifying key stakeholders, conducting thorough research, and adapting your approach to
different personas, ultimately synthesizing insights into actionable strategies and impactful demos.

Weekly Topic Learning Objectives

Leading an Effective Master the Discovery Framework Build Trust through Empathy
Ask the Right Questions Presentation and Whiteboarding Techniques
Discovery Call
Adapt to Different Settings
Identify Key Stakeholders Navigate Challenges and Hostile Environments
Better Prep Leads to
Conduct Effective Research Tailor Your Approach for Different Personas
Better Outcomes Adapt Your Discovery Plan
Synthesize Discovery Insights Understand and Utilize an Effective Disco-Demo
Post Discovery:
Prepare Demo-Ready Data Effective Stakeholder Communication
Putting it All Together Leverage Discovery Through Sales Cycle

Course Structure
The course spans three weeks, featuring mandatory 90-minute live sessions Duration: 3 weeks
once per week. These interactive sessions engage you with instructors and Commitment: 5 hours per week
peers through discussions and role-plays, providing real-time feedback. Format: Virtual sessions once a week,
Complementing the live sessions, weekly assignments allow you to complemented by asynchronous learning.
understand the concepts we will be discussing live.

1 wk prior Wk 1 HW Workshop Wk 2 HW Workshop Wk 3 HW Workshop Certificate

Added to Due 1st Due 2nd Due 3rd Upon successful
90 minutes 90 minutes 90 minutes
eLearning session session session completion*
*must attend all live
sessions

Who Should Attend Why Choose PreSales Collective?

This course is ideal for experienced Solution Engineers (SEs) Expert Facilitators: Learn from seasoned presales
looking to refine their discovery skills and presales teams leaders with extensive industry experience.
aiming to align their discovery approach to boost Interactive Learning: Engage in roleplays, actionable
collaboration and revenue growth. exercises, and peer collaboration to reinforce learning.
Community: Grow your network by collaborating on
interesting presales topics with your peers.
Testimonial
My experience with the PSC Pillars course has been transformative, providing invaluable insights into the discovery
phase and significantly enhancing my contributions to the sales team.
Heraldo Domingues, Principal Solution Engineer @ Pluralsight

Enablement@[Link] [Link]/programs
 PSC Value Selling Pillars: Course Summary

Join our comprehensive 3-week Value Selling course, designed to enhance your ability to articulate and deliver value to
customers. This virtual program equips you with the skills to drive value-centric interactions, tailor your approach to customer
needs, and maximize value partnerships.

Program Highlights
Foundations of Value Selling: Understand the core concepts of value in sales, differentiate value selling from solution
selling, and learn strategies to build trust and become a trusted advisor.
Driving Value-Centric Interactions: Explore techniques to ensure every customer interaction adds value, and learn
effective communication strategies to articulate value.
Maximizing Value Partnerships: Learn to engage with value consultants, leverage case studies and value stories, and
understand the importance of storytelling in demonstrating value.

What You Will Learn

In the Value Selling Pillars course, you will learn to define and explore the concept of value in sales, differentiate value selling
from solution selling, and emphasize the importance of value in larger deals. You'll also gain skills in tailoring your approach
by deepening your understanding of product capabilities, crafting insightful questions, and aligning solutions with business
outcomes.

Weekly Topic Learning Objectives

What is Value Selling Understand Value Selling Enhance Customer Interactions

Differentiate Selling Approaches Identify and Leverage Ideal Customers
Anyway?
Understand Strategies to Build Trust
Deepen Product and Industry Knowledge Adapt to Customer Preferences
Tailoring Your
Craft Insightful Questions Analyze Buyer Personas
Approach Align Solutions with Outcomes
Evaluate a Good Value Hypothesis Communicate Effectively with Stakeholders
Value Hypothesis
Measure Solution Success Refine Value Statements
Workshop Practice Impact Statements

Course Structure
The course spans three weeks, featuring mandatory 90-minute live sessions Duration: 3 weeks
once per week. These interactive sessions engage you with instructors and Commitment: 5 hours per week
peers through discussions and role-plays, providing real-time feedback. Format: Virtual sessions once a week,
Complementing the live sessions, weekly assignments allow you to complemented by asynchronous learning.
understand the concepts we will be discussing live.

1 wk prior Wk 1 HW Workshop Wk 2 HW Workshop Wk 3 HW Workshop Certificate

Added to Due 1st Due 2nd Due 3rd Upon successful
90 minutes 90 minutes 90 minutes
eLearning session session session completion*
*must attend all live
sessions

Who Should Attend Why Choose PreSales Collective?

This course is ideal for experienced Solution Engineers (SEs) Expert Facilitators: Learn from seasoned presales
and presales teams looking to refine their value selling skills leaders with extensive industry experience.
and align their sales approach to drive customer-centric value. Interactive Learning: Engage in roleplays, actionable
exercises, and peer collaboration to reinforce learning.
Community: Grow your network by collaborating on
interesting presales topics with your peers.
Testimonial
Thank you for bringing such engaging live sessions and challenging us as a group to go deeper beyond the jargon
and buzzwords and to really think through a value-based approach. I hope many more PreSales professionals get to
benefit from this course soon!
Carter Howard, Sr. Strategic Solutions Consultant @ 15five

Enablement@[Link] [Link]/programs
 PreSales Strategic Influence: Course Summary

Join our immersive 3-week Strategic Influence Pillars course, designed to elevate your presales expertise by mastering the
art of influence. This virtual program equips you with the essential competencies to build strong relationships, deliver
impactful presentations, and drive strategic outcomes that boost sales success.

Program Highlights
Build Strong Internal & External Relationships: Learn to identify key stakeholders, navigate organizational dynamics,
and become a trusted advisor to both colleagues and clients.
Master the Art of Presentation: Develop skills in crafting compelling demos, decks, and communications that captivate
audiences and drive results.
Strategic Impact: Learn to showcase "The Art of the Possible," leverage your strengths, and make informed decisions
throughout the sales process.

What You Will Learn

In the Strategic Influence Pillars course, you will learn how to effectively build and leverage relationships both internally and
externally. You'll master the art of craftsmanship in your presentations, demos, and communications. Additionally, you'll gain
skills in strategic thinking and decision-making, allowing you to stand out in the sales process and drive impactful outcomes.

Weekly Topic Learning Objectives

Building Influence and Effective partnerships with AEs Navigate stakeholder landscapes
Relationships Internally Develop strategies for becoming a trusted Cultivate empathetic listening and communication
advisor to clients skills
External Influence - Master the art of virtual and in-person Create compelling content
Mastering Client presentations Understand how craftsmanship affects the
Relationships Techniques for holding audience attention perception of your solution

Inspire clients w/ "The Art of the Possible" Identify and leverage your unique strengths in the
Leading with Confidence
Develop research skills to gain deep sales process
and Craftsmanship
customer insights Learn to balance adaptability/assertiveness

Course Structure
The course spans three weeks, featuring mandatory 90-minute live sessions Duration: 3 weeks
once per week. These interactive sessions engage you with instructors and Commitment: 5 hours per week
peers through discussions and role-plays, providing real-time feedback. Format: Virtual sessions once a week,
Complementing the live sessions, weekly assignments allow you to complemented by asynchronous learning.
understand the concepts we will be discussing live.

1 wk prior Wk 1 HW Workshop Wk 2 HW Workshop Wk 3 HW Workshop Certificate

Added to Due 1st Due 2nd Due 3rd Upon successful
90 minutes 90 minutes 90 minutes
eLearning session session session completion*
*must attend all live
sessions

Who Should Attend? Why Choose PreSales Collective?

This course is ideal for experienced Solution Engineers (SEs) Expert Facilitators: Learn from seasoned presales
looking to refine their influence skills and presales teams leaders with extensive industry experience.
aiming to enhance their strategic impact to boost Interactive Learning: Engage in roleplays, actionable
collaboration and revenue growth. exercises, and peer collaboration to reinforce learning.
Community: Grow your network by collaborating on
interesting presales topics with your peers.
Testimonial
PreSales Collective has been an instrumental partner in building a high-performing Solutions
Engineering team. I highly recommend them to any organization looking to empower their go-
to-market organization.
Chris Schenider, VP Solutions @ Corva

Enablement@[Link] [Link]/programs
 PreSales Leader Elevate: Course Summary

Welcome to PreSales leadership, where the success of your team and your company depend on your ability to elevate the
skills of your Solutions Consultants. If you’ve been attempting to formulate a reliable process for PreSales maturity,
performance, and scale, Leader Elevate is here to help.

Program Highlights
Empowering Leadership: Master the art of empathetic listening, build trust and psychological safety within your team,
and learn techniques for crafting a deliberate team culture that fosters excellence.
Talent Optimization: Develop expertise in one-on-one management, learn strategies to minimize bias in hiring, and
create effective onboarding processes to set your new hires up for success.
Performance Acceleration: Harness the power of feedback, implement data-driven management strategies, and
develop a skills matrix to drive continuous improvement and scalability in your PreSales organization.

What You Will Learn

Ready to unlock the full potential of your sales engineers? This course equips you with the skills to build a high-performing
team, drive results through data-driven leadership, and cultivate a thriving, scalable organization. Master coaching techniques
to empower up-and-coming SCs, leverage KPIs to create effective performance plans, and establish a unique culture that
fosters excellence and fuels growth.
Session Topic Learning Objectives
The Art of Empathetic Listening Crafting a Deliberate Team Culture
Leadership Foundations
Building Trust and Psychological Safety Facilitating Effective Team Meetings

One-on-One Mastery The Sales Engineering Hiring Process

Building a Winning Team
Minimizing Bias in Hiring Onboarding for Success

The Power of Feedback Building vs. Managing Out

Operational Excellence
Performance Management Strategies Skills Matrix Development

Leading Beyond Your Coaching Mastery Effective Collaboration with Difficult People
Team Internal Stakeholder Management Leading Like a CEO

Course Structure
The course spans two weeks, featuring mandatory 3-hour live sessions twice Duration: 2 weeks
per week. These interactive sessions engage you with instructors and peers Commitment: 8 hours per week
through discussions and role-plays, providing real-time feedback. Format: Virtual sessions twice a week,
Complementing the live sessions, weekly assignments allow you to complemented by asynchronous learning.
understand the concepts we will be discussing live.
Week 1 Week 2

1 wk prior Ses. 1 HW Workshop Ses. 2 HW Workshop Ses. 1 HW Workshop Ses. 2 HW Workshop Certificate

Added to Due 1st 3 hrs Due 2nd 3 hrs Due 3rd 3 hrs Due 4th 3 hrs Upon successful
eLearning session session session session session session session session completion*
*must attend all live
sessions

Who Should Attend? Why Choose PreSales Collective?

This course is ideal for new Solutions Managers or Expert Facilitators: Learn from seasoned presales
experienced Solution Engineers (SEs) looking to grow into leaders with extensive industry experience.
presales management that want to master the essential skills Interactive Learning: Engage in roleplays, actionable
it takes to build a high-performing presales team exercises, and peer collaboration to reinforce learning.
Community: Grow your network by collaborating on
interesting presales topics with your peers.
Testimonial
This was truly the best training I have ever attended. I would highly recommend this to any new managers/ team
leads. Thank you again - this has me even more excited and motivated about management!
Nicole Rockwell, Commercial Team Lead, Recorded Future

Enablement@[Link] [Link]/programs