This three 4 hour/session webinar or 2-day ILT workshop for direct-selling or partner organizations provides process, tools, and skills for Sales Engineers (SEs) to manage the risk-to-the deal whose source is in the technical decision process, in order to drive the deal toward Technical Closure.


  • Develop Solution-Oriented Selling skills.
  • Become a trusted adviser at the prospect’s business need resolution level, such that the prospect agrees that the SE’s solution is the best solution for their articulated business needs.
  • Improving the technical win rate by identifying and eliminating risk to the deal
  • Providing an invaluable partnership with the Account Manager.