Alpha Presales provides consultative sales training to software sales and presales teams who want to move upmarket.

“The biggest challenge facing companies we work with is they’re selling to a team of five to fifteen people from both business and IT,” says Rew Dickinson, Founder of Alpha Presales. “If you want that many people to agree to buy something, you need more than just a good sales process. You need sales engineers and sales reps who are leaders. Without leadership skills, they do all the work, and then end up losing the deal to no decision.”

Unlike traditional sales training, which focuses on rigid sales processes, Alpha Presales focuses on teaching leadership skills to sales engineers, sales reps, and customer success professionals.

“Our clients already possess the knowledge they need to sell because they’ve been through sales and product training before,” says Kirsten Best, Training Director at Alpha Presales. “The challenge is getting them to go from asking questions and giving presentations to becoming a leader who guides the client to a purchase decision. This requires more than just presentation and discovery skills, it requires consultative client leadership skills.”

Alpha Presales provides both in-person and virtual training workshops for go-to-market teams. Dickinson does all the training himself and his extensive experience as a sales rep, sales engineer, and consultant makes him an ideal trainer for all audiences. He regularly speaks at sales kickoffs and team events, as well as performs training in the state-of-the-art Alpha Training Lab where the entire team can whiteboard and collaborate virtually as if they are all in the same room together. The virtual training experience is unlike anything else on the market.

Alpha Presales training is fully customized to each client, beginning with an in-depth understanding of each client’s business. Tailored workshops follow, featuring exercises and examples drawn directly from the client’s sales cycle, with ongoing sustainment to ensure the team transforms the training material into lasting habits.

The testimonial from one of its clients, Ray Johansen, director of client advisory at Optiv, sums up the value proposition of Alpha Presales’s methodology and curriculum.

You need sales engineers and sales reps who are leaders. Without leadership skills, they do all the work, and then end up losing the deal to no decision

“I struggled to find a sales training program that addressed my team’s specific needs. While there are plenty of presentation or discovery skills options, the risk of overlapping content from different providers is high. Alpha Presales was the only company that customized its training to fit our team’s needs. It was an easy decision for our management team to invest in because there was no overlapping or contradicting content we already learned. The results have been excellent, and I am hearing about how much faster our prospects can make purchasing decisions due to the clarity in communication.”

Alpha Presales helps companies move upmarket and close larger deals by transforming go-to-market teams into confident client leaders. For companies steering through complex, technical sales, Alpha Presales is the go-to resource to succeed.