Reesby Academy · Sales & Business Development
Pre-sales Engineering and Business Development
A pre-sales engineer supports the sales team with technical expertise throughout the sales process.
About this course
Pre-sales engineers translate technology into business value. They work alongside sales teams to understand customer problems, design technical solutions, demonstrate them and build lasting relationships. This course covers the role, customer needs, solution design and presentation, client relationships, sales risk and career pathways, and finishes with a capstone proposal.
What you will be able to do
- By the end you can explain the pre-sales engineer's role and how it differs from a sales representative's.
- By the end you can identify and assess customer needs using interviews, surveys, focus groups and market research.
- By the end you can design, demonstrate and present a technical solution that matches a customer's needs.
- By the end you can build client relationships, identify and manage sales risks, and plan a career path.
Course outline
- The role of the pre-sales engineer9 min · Lesson notes, example, action task · 2-question quizA pre-sales engineer supports the sales team with technical expertise throughout the sales process. The role centres on understanding what the customer needs and showing how a product can meet it.
- Identifying and assessing customer needs9 min · Lesson notes, example, action task · 2-question quizA good solution starts with an accurate picture of the customer's needs. Ask directly, observe how the product is used and research the market, then rank the needs by importance and decide how your product can meet them.
- Developing and presenting technical solutions9 min · Lesson notes, example, action task · 2-question quizA pre-sales engineer turns customer needs into a technical solution, tests it and presents it so that technical and non-technical people can both follow. Demonstrations and tailored presentations make the benefits clear.
- Building and maintaining client relationships9 min · Lesson notes, example, action task · 2-question quizTrust keeps clients and partners coming back. Communicate regularly, keep your commitments, show value and treat clients' input with respect.
- Identifying and managing sales risks8 min · Lesson notes, example, action task · 2-question quizDeals can fail for competitive, market, financial or legal reasons. Spot risks early, use a SWOT analysis to put them in context and plan how to reduce them before they become problems.
- Careers in pre-sales and business development8 min · Lesson notes, example, action task · 2-question quizPre-sales and business development roles draw on technical knowledge, commercial skill and relationship building. Plan your learning around the skills, tools and certifications that employers ask for.
- Capstone: a technical solution proposal8 min · Lesson notes, example, action task · 2-question quizApply the pre-sales process to a fictional company. Identify a problem, design a feasible solution and present it clearly to a panel.
- Final quiz and certificate10 questions, pass mark 8 of 10. Pass to get your Reesby Academy certificate with a verification link.