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Keynote | Panel: Category Creation of Demo Automation

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Featuring:
Garin Hess | Founder & CEO @ Consensus
Kerry Sokalsky | President & Founder @ Presales Mastery
Chris White | Founder & CEO @ TechSalesAdvisors
Peter Cohan | Principal @ The Second Derivative – Great Demo!
Don Carmichael | Technology Presales Leader @ Winning Skills Ltd
Daniel Conway | President and Chief Executive Officer @ 2WIN! Global

About the Presenters

Garin Hess

CEO, Consensus

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus.

Kerry Sokalsky

President & Founder, Presales Mastery

Kerry Sokalsky is the Founder and President of Presales Mastery, helping B2B software sellers win more deals with personalized 1-on-1 demo call coaching. Using an online coaching platform, we coach recorded prospect demos to provide feedback on real-world performance, leveraging our proprietary 95-metric demo performance best practices framework. Our long-term coaching reinforces key learning concepts to convert them to sellers’ sales muscle memory, and focuses on individuals’ unique skill gaps that often aren’t addressed in group training. Kerry has over 17 years of global presales and sales enablement leadership experience at both dynamic software startups and Fortune 50 firms. An accomplished demo coach, he brings his clients both first-hand demo experience, having delivered over 1,000 custom enterprise demos over his career, along with a wide breadth of perspectives from working with dozens of presales organizations across the globe. Kerry is also the Founder of SETO, the Toronto-chapter of SE Nation, and co-author, with Chris White, of the Presales Buyer’s Guide.

Chris White

Founder & CEO, TechSalesAdvisors

Chris White is the author of the acclaimed “The Six Habits of Highly Effective Sales Engineers”. Founder and CEO of Tech Sales Advisors and host of the LinkedIn Live program Tech Sales Advice (#techsalesadvice), Chris is no stranger to the presales community. A regular guest at industry events and three-time presenter at DemoFest, he speaks with infectious enthusiasm, shares unique insights, and leaves tangible steps on how to improve.

Peter Cohan

Founder & Principal, Great Demo!

Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! methodology, focused on helping software organizations improve their sales and marketing results – primarily through improving organizations’ demonstrations. The bulk of his experience is with complex, enterprise software and strategic systems sold to varied audiences in a range of vertical markets. He has enjoyed roles in technical and product marketing, marketing management, presales and presales management, sales and sales management, senior management and the C-Suite – as well as serving on Boards of Directors. He has delivered thousands of demos – and has been on the receiving end of thousands of demos from a broad variety of vendors around the world, from start-ups to the world’s biggest software vendors, and verticals from accounting to zymology. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations, which was subsequently transitioned to the Great Demo! LinkedIn Group in 2010-2011. Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million per year operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc., is an advisor to IN2SV, Inc. and a mentor to StartX, the Stanford University start-up accelerator. He holds a degree in chemistry. Peter has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been, and continues to be, a customer. GreatDemo.com

Don Carmichael

Founder & Chief Presales Evangelist, Winning Skills Ltd

Don Carmichael is a PreSales coach, trainer and keynote speaker and the Founder and Chief PreSales Evangelist at Winning Skills Ltd. After a 30-year PreSales career including heading EMEA PreSales enablement at both SAP and Oracle, Don founded Winning Skills to elevate the PreSales skill set and help take the profession and craft forward as Buyer Enablers. Don has taught PreSales skills at Adobe, Deloitte, SurveyMonkey, Sage, Freshworks, Concur and many, many others. Don is co-host of the ‘Two PreSales in a Pod’ podcast series, has his own hashtag on LinkedIn #PreSalesbyDonCarmichael, and regularly contributes to web events.

Daniel Conway

President, Partner & CEO, 2Win! Global

Dan is a dynamic, energetic, and seasoned executive with a solid background in managing technology organizations such as yours. Dan understands that the result of successful skill development is an immediate improvement to your win-rate, bookings, and revenue.