DEMOFESTx East Coast

As buying groups get larger and more complex, the ability to effectively multi-thread across stakeholders has become critical to increasing win rates and accelerating deals. But multithreading isn’t just about touching more personas, it’s about delivering tailored, relevant value to each one, at scale. This session will touch on practical examples, discuss how AI can support and how to put it to practice with your teams today.

"The Schrödinger’s Demo" explores how every ERP demo exists in a paradox—both won and lost until the prospect reacts—using quantum mechanics principles to master perception, timing, and engagement for maximum impact.

Learn how Litmos implemented Consensus globally across all sales channels in 3 weeks. From building a POC demo that was viewed by over half of the company, creative finding budget where there was none, to using the filming of Consensus videos as a way to bring the solutions team together for their first team meeting of 2024, Tom will share best practices for an effective, and continued rollout of Consensus.

“Everything else being equal, the vendor that does a better and more complete job in doing discovery, as perceived by the prospect, will get the business…” We’ll explore how improving discovery skills increases success rates in identifying and closing business, as well as sales efficiency, including: - The critical differences between qualification and discovery – and why this is important! - How structured discovery can (rather dramatically) reduce “No Decision” outcomes - Why so few sales teams uncover tangible value – and how to address this - The “myth of the informed buyer” - The state of practice for most teams today – the impact of Dunning-Kruger (“They don’t know what they don’t know…”) - How traditional qualification processes lead to “lead churn” - The seven levels of discovery skills We’ll also examine the use of Biased Questions, Expansion Questions, and Vision Reengineering methods and skills and other topics of interest. There’s a lot of discovery elements to explore!

The typical POC (long, overly technical, and focused on minutia instead of persuasion) often doesn’t match the actual psychology of how buying decisions get made. Opine’s CEO shares what leading SE teams are doing instead of the traditional POC: lightweight evals, pre-built playbooks, and buyer-aligned success frameworks that get to value while building deal momentum. If your team is slogging through spreadsheet chaos, over-engineered POCs, and various systems of record, this talk will show you what modern presales orgs are doing differently—and how to bring control to your presales processes even if hands-on product proof is a prospect requirement.

Getting PreSales professionals to embrace AI tools isn’t just about training; it’s about shifting mindsets, addressing fears, and proving real value. In this session, we’ll break down the key challenges that make AI adoption difficult, from skepticism to workflow disruption. More importantly, we’ll explore proven strategies to turn AI skeptics into champions, showing how AI can enhance—not replace—PreSales expertise.

Supercharge your new hire Sales Engineer (SE) onboarding with a battle-tested 90-day blueprint. Accelerate ramp-up and drive faster impact. Leave with actionable strategies to rapidly transform your new hires into high-performing SEs, driving revenue growth and customer success.

Presales isn’t just about delivering great demos—it’s about shaping seamless buyer experiences that drive engagement, trust, and long-term success. In this session, learn how to guide buyers from discovery to renewal using techniques from Doing Discovery and Great Demo!. Discover how to craft value-driven demos, align internal teams, and stay engaged post-sale to ensure customer satisfaction and retention. Attendees will leave with a practical playbook to enhance buyer enablement, accelerate decisions, and foster lasting customer relationships. Key Takeaways: • End-to-End Engagement: Learn how to shape the buyer journey from first contact to renewal. • Discovery to Demo: Use discovery insights to deliver targeted, memorable demos. • Post-Sale Influence: Stay involved after the demo to reinforce value and drive renewals. • Cross-Team Alignment: Ensure consistent messaging across sales, marketing, and customer success. This session equips presales professionals to create seamless buyer experiences that drive sales and long-term customer success.

Discover how leading companies are scaling behavior change across revenue teams to deliver a consistent, modern buying experience. This session explores how unified go-to-market motions, sales process plays, and AI-powered insights can turn strategy into execution, align teams, and drive predictable growth in a complex selling environment.

Every CEO / CRO is looking for a competitive advantage to help them stay ahead, and presales teams can be that competitive advantage! But you can no longer afford to just ‘get by’ without purpose-built tools and AI in your presales process; you will be leap-frogged by your competitors who embrace them. Come learn how to level-up your presales process and tooling with AI and say ‘bye’ to just ‘getting by’.

Buyers don’t want another pitch—they want to experience your product. Learn how to scale impactful product experiences across the entire buyer journey. Work in table groups to uncover what makes demos irresistible, how to align content with decision-making moments, and practical tactics to scale globally. Led by 2Win’s Mark McKinlay and Ron Kendig, this session is packed with frameworks, tools, and strategies you can use right away to build the product experience your buyers actually want.