1-Day Deal Management for Sales Engineers
A fast, high impact enablement experience for presales teams who need clarity, momentum, and discipline inside every deal.
What This Program Is
This is a full day, hands on training, designed to give your presales team a complete, practical system for running deals with clarity, alignment, and predictable movement.
To accommodate real world schedules, the program can be delivered in two formats:
Option 1: One full day intensive, in person or virtual
A focused, high energy 8 hour workshop.
Option 2: Four 2 hour sessions, virtual, delivered across multiple days
Perfect for distributed teams or organizations where full day scheduling is not realistic.
Participants receive the exact same system, applied to live deals, using breakouts, digital worksheets, and real time coaching.
No matter the format, your team learns a complete deal management operating model, built specifically for presales.
No theory. No fluff.
Everything is grounded in how real deals behave.
Who This Training Is For
This program is designed for:
Sales Engineers, Solutions Architects, Consultants
SE Managers and Presales Leaders
Technical sellers supporting complex deals
Organizations where SEs are pulled into deals too late, inherit weak discovery, run misaligned demos, or get stuck in uncontrolled evaluations
Whether your SE team is highly experienced or newly formed, this training meets them where they are and gives them a repeatable system to run better deals from day one.
The Big Outcomes
By the end of this workshop, your team will:
Run deals with strategic clarity instead of reacting to noise
Diagnose risk early, before it derails momentum
Align customers before demos or POCs, preventing drift
Design clean, controlled evaluations with measurable success criteria
Deliver insights and leadership in the room, not just technical answers
Create consistent, predictable next steps that keep deals moving
Communicate the story of value, not just features
Why This Program Is Different
Most SE training focuses on skills in isolation: discovery, demos, POCs.
This program focuses on the system, how deals actually move.
It gives your team:
A practical operating model for running deals end to end
A unified approach that Sales, SEs, Leadership, and Product can rally around
Real deal exercises, real deal insights, and real deal coaching
Frameworks SEs actually remember and apply the next morning
A common language your entire organization can use to evaluate deal quality
It is not just training, it is a transformation of how your presales team works.
Delivery Formats
This condensed program can be delivered in two formats:
1) One full day intensive (in-person)
Eight hours, high energy, fully immersive.
2) Four 2 hour sessions delivered across multiple days (virtual)
Ideal for distributed teams or companies that prefer shorter, spaced learning cycles.
Each session builds on the previous one.
The One Day Agenda
Session 1: Direction and Clarity
Theme: How great SEs think before they act
Participants learn how to:
Orient themselves inside any deal, instantly
Diagnose where a deal really is versus where Sales thinks it is
Separate assumptions from truth
Establish clarity before any demo, POC, or commitment
Exercises include:
Value Clarity Sprint
Discovery Ownership Drill
Alignment Diagnostics
Outcome:
Participants gain the mental model for navigating deals, not reacting to them.
Session 2: Momentum and Movement
Theme: How deals actually move and how to move them
Participants learn how to:
Use storytelling to create relevance and urgency
Replace vague follow ups with measurable, owned next steps
Deliver insights without being confrontational
Influence without authority
Exercises include:
Story Flip, turning features into customer narratives
Action Grid, designing true forward motion
Insight Delivery Practice
Influence Mapping
Outcome:
SEs learn how to create consistent progress instead of waiting for others to drive the deal.
Session 3: Control and Risk Management
Theme: Preventing drift and controlling the environment
Participants learn how to:
Identify hidden risks before they surface
Control the conditions required for success
Set boundaries without damaging relationships
Say no strategically to protect feasibility and credibility
Exercises include:
Promise Audit
Control Readiness Checklist
Strategic No Scenarios
Outcome:
Teams become disciplined protectors of deal feasibility.
Session 4: Evaluation Design and Stability, ANCHOR
Theme: Running clean, controlled, outcome driven evaluations
Participants learn how to:
Define ambition, need, and urgency
Build measurable, defensible success criteria
Map trade offs and prevent evaluation chaos
Ensure outcomes are repeatable in production, not just during the demo
Exercises include:
Evaluation Success Criteria Workshop
Outcome Engineering
Full ANCHOR application on live deals
Outcome:
POCs stop drifting. Evaluations become tight, predictable, and aligned to business value.
How Teams Apply This The Next Day
After this training, SEs:
Walk into deals knowing exactly what to look for
Use unified language with Sales and Leadership
Design evaluations customers can actually sign off on
Reduce surprises, reduce noise, and reduce wasted cycles
Build momentum cleanly and predictably
Communicate value with clarity and confidence
This is a system they take with them into every deal.
Add On: Leadership Deal Review Coaching
Optional post training service.
Leaders meet quarterly with Dmitri Lee to:
Review strategic deals
Diagnose risk
Evaluate alignment
Build inspection habits
Reinforce deal management behavior
Turn this training into an organizational system
This is where mastery happens.
Ready For Next Steps
If you want:
More predictable deals
Stronger evaluations
Better alignment between Sales and Presales
A team that leads instead of reacts
This program delivers it.