Silicon Slopes, UT

Registration & Networking

Emotional ROI: How to Move Your Buyer From Fear to Commitment

What do you sell? A product? A solution? No matter what you sell, what you really sell is the pain of change. Technical sales teams routinely spend time on financial ROI and business cases with buyers, but too often ignore the often subconscious emotional calculation going on in the minds and hearts of the buyers, especially your champion. They include Predictability and Stability, Peer Reputation, Workload, Work-life Balance, and others. You can do everything else right and lose the deal because you aren’t proactively tackling these hidden calculations. In this session we’ll discuss the specific concerns going through buyers minds and how to proactively mitigate them.

Garin Hess

CEO - Consensus |

Applying the Six Habits in the age of Presales Automation

The Six Habits of Highly Effective Sales Engineers was published in June of 2019. Since then, the world has experienced a global pandemic, and the presales world has experienced a Renaissance, fueled by the emergence of countless communities, and software solutions designed to automate and amplify presales teams and operations. So, do the Six Habits still apply today? And if so, in what ways? More importantly, if he were to rewrite the book now, is there anything author Chris White would change in his message? In this DemofestX talk, he’s going to answer that very question and share with the audience his perspective on the Six Habits and how they apply to today’s presales professional, in the post-pandemic, presales-automated world.

Chris White

Founder & CEO - TechSalesAdvisors |

From SE to C-Suite: Essential Keys to a Leadership Role

Come hear some best practices in helping yourself or your team’s presales careers grow. Mike Soldan (COO at Shmoop) will be reviewing how he moved from a frontline tech sales role into the C-Suite.

Mike Soldan

COO - Shmoop |

5 things that should be in every micro demo video (and what should be left on the cutting room floor)

Demos have gone digital so your content needs to be up to snuff. Learn the top 5 things that should be included in every micro demo video you create and what you should leave on the cutting room floor. Andy is an experienced content creator and knows what it takes to make videos that people want to watch, after this session you will be too.

Andy Pollard

Production Manager, Healthcare - Infor |

Lunch

The Presales Hiring Scorecard

It may not be obvious, but the right team is a key enabler for scaling presales. Do you have top performers? Are you good at hiring excellent SEs? Are you a superstar SE yourself? Things have certainly changed over the past few years, and it is as important as it has ever been to source and hire the absolute best to give yourself and your team the best opportunity to succeed at the most important outcomes your team and organization must achieve. This session will focus on the changing hiring landscape and enabling managers to attract, hire, enable, and retain top talent. As an individual SE, you can also use these tools and ideas to self-assess, meet your personal and company goals, build your skills, and grow in your role and career.

Ron Freeman

Director, Americas Solution Consulting, Security - VMware |

Discovery: The Essentials For Great Demos

Discovery for demos is dynamic in the presales industry. There’s debate about who should do the discovery, how it should be conducted, when and why. Join Tony Francetic (former journalist) as he discusses the art of discovery and why it’s a key part of the sales process.

Tony Francetic

Senior Manager, Solutions Consulting - Thomson Reuters |

Roundtable Discussion

Join your fellow Presales leaders to roundtable on some of the most burning Presales topics. Plus, we’ll be raffling off some awesome prizes!

Networking