Course Overview
About Course
The role of a presales professional—also known as a Sales Engineer, Solutions Consultant, or Presales Engineer—is pivotal in bridging technical expertise with sales goals . This 40‑hour training program provides a well-rounded roadmap to effectively support sales processes with technical credibility, strategic insight, and soft skills mastery.
Starting with presales fundamentals, participants gain clarity on phases like discovery, demonstrations, POCs, and proposals—understanding where presales fits within the sales journey . Through immersive discovery workshops, learners hone listening, questioning, and requirement elicitation skills, translating business problems into clear technical requirements.
The curriculum emphasizes effective solution design, including value mapping, RACI, and MoSCoW prioritization techniques . Hands-on labs enable participants to build robust proposals and configure technical demos, while whiteboarding and storytelling sessions develop the communication finesse needed to engage both executives and technical stakeholders .
POC execution is a core focus—students learn to plan, define success criteria, and run technical trials aligned with customer goals. This is supplemented by modules on handling objections, benchmarking against competitors, and reinforcing ROI messaging.
The training also includes CRM integration exercises—teaching presales professionals to maintain pipelines, manage demo environments, and enable seamless handoffs to Account Executives. Co-selling workshops build synergistic skills for tight AE partnerships .
Performance metrics and career development components round out the program—participants benchmark success with dashboards and plan long-term professional growth. A concluding capstone project brings everything together, allowing teams to deliver a full-cycle presales engagement in a simulated scenario.
Supported by expert coaching, proposal templates, and real-world feedback, graduates emerge with a balanced skill set: technical depth, persuasive communication, sales alignment, and strategic delivery. They’re prepared for roles as Presales Engineers or Solutions Consultants, capable of driving revenue and accelerating sales cycles across technology-driven organizations.
Course Syllabus
Module 1: Presales Fundamentals (4 h)
Topics: Role overview, sales cycle stages, distinctions from post-sales
Description: Defines presales, activities like discovery, demos, POCs, proposals
Features: Interactive session mapping presales vs. sales tasks.
Module 2: Discovery & Requirement Gathering (5 h)
Topics: Listening techniques, needs assessment, RFI/RFP essentials
Description: Learn to uncover business and technical drivers through guided discovery.
Features: Role-play real-world discovery sessions.
Module 3: Solution Design & Proposal Prep (5 h)
Topics: Architecture framing, value mapping, RACI, MoSCoW
Description: Craft technical proposals that align with customer pain points.
Features: Proposal design labs and peer review.
Module 4: Demo & Whiteboarding Skills (5 h)
Topics: Demo best practices, storyboarding, technical visualizations
Description: Execute engaging product demos and whiteboarding sessions.
Features: Live demo rehearsals with feedback.
Module 5: Proof of Concept (POC) Execution (4 h)
Topics: POC planning, environment setup, success metrics, user acceptance
Description: Ensure POCs are scoped properly, delivered on time, and evaluated effectively.
Features: Manager-led POC simulation.
Module 6: Communication & Stakeholder Management (4 h)
Topics: Building stakeholder confidence, empathy, negotiation
Description: Learn to tailor messaging across technical, executive, and cross-functional audiences.
Features: Stakeholder scenarios and soft-skills coaching.
Module 7: Technical Tools & CRM Integration (4 h)
Topics: CRM best practice, solution configuration, technical collateral
Description: Use Salesforce, HubSpot effectively and configure demo environments.
Features: CRM labs and repository management.
Module 8: Competitive Positioning & Objection Handling (4 h)
Topics: Competitive analysis, ROI justification, objection strategies
Description: Develop skills to handle pushback and differentiate effectively.
Features: Objection-handling role plays.
Module 9: Partnership with Account Executives (4 h)
Topics: AE alignment, co-selling dynamics, handoff processes
Description: Foster seamless collaboration with sales teams throughout the sales cycle.
Features: Joint AE–SE exercises.
Module 10: Metrics, Reporting & Career Path (4 h)
Topics: Success KPIs, forecasting impact, career growth roadmap
Description: Track presales impact and plan for career progression.
Features: Dashboard-building and personal development planning.
Module 11: Marketplace Enablement Training (2 h)
Topics: Partner solution enablement frameworks
Description: Learn to quickly onboard new partners and product lines.
Features: Rapid enablement simulations.
Capstone Project & Review (3 h)
Description: Teams complete a full presales cycle: discovery, solution design, demo, POC, and proposal presentation.
Features: Performance review with feedback and scoring rubric.
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Key Features
- Live instructor-led sessions with interactive labs and roleplays
- Real-world simulations: discovery calls, demos, objection handling
- Whiteboarding & architectural workshops
- CRM integration labs: Salesforce demo configurations
- Soft-skill coaching: stakeholder communication and negotiation
- Co-selling workshops with Account Executive partners
- Capstone project delivering end-to-end presales cycle
- Resource toolkit: proposal templates, architecture diagrams, demo scripts
- Certification alignment: Sales Engineer certifications (PSC, Udemy, APACSMA)
Our Upcoming Batches
At Topskill.ai, we understand that today’s professionals navigate demanding schedules.
To support your continuous learning, we offer fully flexible session timings across all our trainings.
Below is the schedule for our Training. If these time slots don’t align with your availability, simply let us know—we’ll be happy to design a customized timetable that works for you.
Training Timetable
| Batches Online/Offline | Batch Start Date | Session Days | Time Slot (IST) | Fees |
|---|---|---|---|---|
| Week Days (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Mon-Fri | 7:00 AM (Class 1-1.30 Hrs) | View Fees |
| Week Days (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Mon-Fri | 11:00 AM (Class 1-1.30 Hrs) | View Fees |
| Week Days (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Mon-Fri | 5:00 PM (Class 1-1.30 Hrs) | View Fees |
| Week Days (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Mon-Fri | 7:00 PM (Class 1-1.30 Hrs) | View Fees |
| Weekends (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Sat-Sun | 7:00 AM (Class 3 Hrs) | View Fees |
| Weekends (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Sat-Sun | 10:00 AM (Class 3 Hrs) | View Fees |
| Weekends (Virtual Online) | Aug 28, 2025 Sept 4th, 2025 Sept 11th, 2025 | Sat-Sun | 11:00 AM (Class 3 Hrs) | View Fees |
For any adjustments or bespoke scheduling requests, reach out to our admissions team at
support@topskill.ai or call +91-8431222743.
We’re committed to ensuring your training fits seamlessly into your professional life.
Note: Clicking “View Fees” will direct you to detailed fee structures, instalment options, and available discounts.
Don’t see a batch that fits your schedule? Click here to Request a Batch to design a bespoke training timetable.
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