Seeing how the presales community has matured over the years has been great. While we still see people move into “demo” roles for the first time, our ranks also have a broad depth of experienced demonstrators. There are very mature discovery and demo methodologies in place at many organizations. This session builds upon solid discovery and demo methodologies to show how being more deliberate and intentional in applying these methodologies enables you to focus on customer outcomes more specifically. When the customer outcome is the “true north,” we can ruthlessly prioritize our time and efforts to be more persuasive in driving action and decision-making. This session is for any demonstrator who wants to accomplish more in a shorter time and for any leaders looking to increase team effectiveness and optimize outcomes. We will focus on three key engagements; pre-demo, during the demo, and post-demo; to learn proven techniques to influence buyer decision-making.
Vice President of Curriculum 2Win! Global
Vice President of Curriculum with 20+ years of experience as a senior sales leader. I partner with C-level leaders to build high-performing teams that consistently overachieve revenue targets with a laser focus on customer experience.
I am passionate about helping marquee companies accelerate the development of their top performers. My team and I have created world-renown programs for presales, customer success, sales, and implementation teams to help them execute live, virtual, or video-based client engagements. I’ve had the great privilege of working with the technology industry’s most influential leaders to help them drive sales excellence by prioritizing execution in all facets of client engagement. A sample list of clients includes Adobe, Cisco, Concur, DocuSign, GE, HP, IBM, Microsoft, Salesforce.com, SAP, and VMware.
I have a proven track record of success in highly matrixed environments where influence is built through leadership and trust, not always through position. I’ve leveraged my communication and leadership skills to develop and execute highly successful revenue operations initiatives at the world’s most respected technology companies.
