• Course Introduction
  Instructor Introduction
  Why take the CCPSA Exam and Course
  Exam Objectives
  Discussion – The Importance of Sales & Solutions Engineering

1.1.1 Customer Management
1.1.2 Customer Management Fundamentals
1.1.3 What is Customer Management
1.1.4 Understanding Customer Acquisition
1.1.5 Enhancing Customer Engagement
1.1.6 Attending Customer Events
1.1.7 Understanding the Buyer
1.1.8 Conducting Discovery
1.1.9 Identifying and Qualify the Opportunity
1.1.10 Create That Win Win Situation
1.1.11 Solution Selling Mindset
1.2.1 Become a Trusted Advisor
1.2.2 What is a Trusted Advisor
1.2.3 Traits of a Trusted Advisor
1.2.4 Objection Handling
1.2.5 Presenting a Business Case
1.2.6 Creating Value Propositions (Uplift Metrics)
1.2.7 Importance of Expertise
1.2.8 Executive Messaging
1.2.9 Story Telling
1.2.10 SaaS Enablement Tools
1.2.11 Module Review
1.2.12 Module Review Questions

2.1.1 Sales Engineering Skills
2.1.2 What is Pre Sales Engineering
2.1.3 What is Sales Engineering
2.1.4 Discussion – Presales vs Solutions Engineering
2.1.5 Cloud Fundamentals
2.1.6 Cloud Infrastructure
2.1.7 Cloud APIS
2.1.8 Cloud Considerations
2.2.1 Responding to Customer Procurement Requirements
2.2.2 Request for Proposals (RFP)
2.2.3 Proposals Response
2.2.4 Design Solutions Architectures
2.2.5 What is a Cloud Fit
2.2.6 Analytical Thinking
2.3.1 Handling US Federal Sector Requirements
2.3.2 Why the US Federal Sector is So Different
2.3.3 Proposal Teams
2.3.4 Subject Matter Experts (SME)
2.3.5 Searching for Opportunities
2.4.1 Handling Sales Engineering Activities
2.4.2 Closing a Solution Deal
2.4.3 Defining Expectations
2.4.4 Defining Customer Discussion Agenda
2.4.5 Pyramid Principle (Minto Pyramid)
2.4.6 Proof of Concepts (POC)
2.4.7 Demonstration – Performing Demonstrations
2.4.8 Whiteboarding Best Practices
2.4.9 Vendor Cost Optimization
2.4.10 Using Solutions Collateral
2.4.11 Module Review
2.4.12 Review Questions

3.1.1 Sales and Financial Skills
3.1.2 The Sales Process
3.1.3 Creating Value in Sales Process
3.1.4 Leading the conversation
3.1.5 Asking the Right Questions
3.1.6 Identifying Client Needs and Goals
3.1.7 Highlighting Value Propositions
3.1.8 Impacts and Opportunities
3.2.1 Common Sales Team Organizational Structures
3.2.2 Sales Team Organization Mapping
3.2.3 SE-AE Ratio
3.2.4 Sales Territories
3.2.5 Proposal Team Structure
3.3.1 Understanding the Sales Cycle and Activities
3.3.2 Sales Cycles
3.3.3 Sales Pipelines
3.3.4 Inside Sales Leads
3.3.5 What is the Deals Desk
3.3.6 Selling into Specific Industries
3.4.1 Important Sales Financial Terminology
3.4.2 Estimating Return on Investments (ROI)
3.4.3 Estimating Total Cost of Ownership (TCO)
3.4.4 Cost of Customer Acquisition (COCA)
3.4.5 Understanding CAPEX and OPEX
3.4.6 Key Performance Indicators (KPI)
3.4.7 Sales Team Compensation Structure
3.4.8 Module Review
3.4.9 Module Review Questions
3.4.10 Course Closeout