Improving Precision to Accelerate Deal Progression

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.