The first all-Presales conference is heading to a city near you. Bringing you the same top thought leadership, practical training, and fresh research but this time - in person! Join us and your local presales community in San Francisco
The Westin St. Francis on Union Square 335 Powell St, San Francisco, CA 94102
Agenda
8:30am - 9:00am
Foyer
Check In & Continental Breakfast
9:00am - 9:55am
California West
Keynote | How to Lead a Buyer Enablement Revolution
You’ve seen the light of Buyer Enablement and Consenus, it’s waking you up at night, it’s in your dreams, and frankly there is no going back to the old way of selling. It suddenly dawns on you, “how do I get our sales teams to see the light, and how do we change our selling culture?” Take a journey with me where I share my experiences over the past 3 years in converting our sellers and our selling motion.
Todd Janzen
Global VP -
Q Branch Salesforce |
10:00am - 10:55am
California West
Overcoming Sales Objections – Why Many Sales Objections Shouldn't Need to Be Overcome
“Help me understand how to handle customer sales objections…”
“My team needs to learn how to handle objections…”
“We get lots of sales objections in our demos and need to manage them better…”
Sound familiar?
Many sales and presales training programs discuss ways to overcome objections, and managers frequently request skills training for their teams. There are numerous books, blog posts and articles on the subject, including the use of some rather intriguing acronyms (e.g., ARC, LAER, FFF, LAARC, and ECIRR).
But, why do prospects raise objections? Is it possible that vendors are working to address the wrong problem? Is it possible that objections are a symptom of deeper problems? Perhaps sales objections shouldn’t come up in the first place, in a well-executed sales process!
We’ll explore some typical objections, their causes and some solutions for the following objections (plus any you’d like to add!):
“Do you have a ‘lite’ version of your software?” or “We don’t need the Cadillac version; we just want the Chevy…”
“Your product looks too complicated for most of our users – so we only want a couple of licenses for a few experts to use…”
“We didn’t see what we were looking for in the demo…”
“You don’t understand our business…”
“I’m not comfortable with you as a vendor…”
“While your product does cover about 80% of our requirements, it is missing a few critical capabilities…”
“Your product looks good, but we feel we can continue to live with the current situation…”
“Your product is way too expensive for us (but thanks for the education) …”
Peter Cohan
Founder & Principal -
Great Demo! |
10:00am - 10:55am
Elizabethan B
Delivering Metrics That Matter To Your Sales Leader
Measuring the effectiveness of presales activities can be a challenge. This presentation will explore the key presales metrics that matter and how to use them to run and measure technical sales velocity in a simple framework for Sales and C-Suite leaders.
Josh Aranoff
VP, Global Solutions Engineering -
Procore Technologies |
11:00am - 11:55am
California West
How to build internal Presales ROI - presales teams path to budget and executive influence
Digitizing the PreSales capability is essential to adapting to modern buying behaviors and allowing PreSales to become more efficient as well as effective. Building the case for enterprise investment in PreSales technology is often a less travelled path, in this session Daniel will present a methodology for articulating the case for change, including the value levers to support the case whilst obtaining stakeholder buy-in across your organization.
Daniel Brabec
Sr Director, Presales Solutions -
IFS |
11:00am - 11:55am
Elizabethan B
How do you “DO” value? Practical strategies for transforming a common industry buzzword into the foundation of how your presales organization delivers.
If you had a nickel for every time the word “value” was said in your sales or presales organization, you’d probably have hit your quota by now. But value is not something to toss about like throw pillows on a sectional. It’s the architectural foundation of your entire presales house, made even more critical by today’s tough economic buying environment.
Attend this session to learn road-tested strategies for restructuring common presales motions – from discovery, demo and video to forecasting and post-sale handoff – around a fundamental cycle of value creation, confirmation and realization.
Ghosted in stage 3: Why deals get stuck mid-funnel, and how to fix it
You and your team left the last demo/presentation feeling great. So great that the opportunity moves from stage 2 to stage 3. But then something funny happens. Nothing.
Weeks go by with no word from the prospect. You’ve been ghosted. What went wrong?
Deals are rarely lost all at once – it’s often “death by 1000 cuts,” particularly in a team selling environment. In this session, we’ll explore the different points at which teams lose deals from the perspectives of AEs, presales, CROs, and the customer/prospect. And we’ll talk about what teams can do to keep their deals moving forward.
1:00pm - 1:55pm
Elizabethan B
Demo Efficiently - How to Cut Down on Live Demos Using Consensus
How Intellect uses the Consensus platform to reduce live demos, by presenting customers with a tailored experience of the applications they need.
Jordan Zunker
Sales Engineer -
Intellect |
Sunny Dhami
Account Executive -
Intellect |
2:00pm - 2:55pm
California West
The Evolution of Presales Between Product Marketing and Sales: Bridging the Gap
This session will focus on the Presales role we play when navigating the competing priorities and initiatives between Production Marketing and Sales. There is a valuable perspective that Presales can bring to the table, driven by daily field experience, which in turn, can influence the go-to-market strategy and sales plays.
Anthony Beers
Director, Solution Engineering -
Workiva |
Morgan Mohney
Manager of Solutions Engineering, Financial Services -
Workiva |
2:00pm - 2:55pm
Elizabethan B
Let Me Share My Screen Real Quick: 5 Lessons From 250+ Live Demos
Nothing is louder than the silence after a virtual demo. The second we click Leave Meeting, the thoughts begin to flood: “Did I talk too much?” “Did I answer that question correctly?” “Why am I sweating all of a sudden?” Thankfully, there is a method to quell this silence, and Johnny is here to give you the tools you need to exit a demo with confidence, validation, and a little bit of swagger!
This talk focuses on 5 tips Johnny learned after giving over 250+ virtual product demos. These 5 things are helpful for presales professionals, sales professionals, and anyone who is about to say, “Let me share my screen real quick.”
Join us as we navigate the complex world of live virtual demo’ing. We will discuss everything from blurring backgrounds/sharing browsers to closing deals & winning new business – and everything in between.
Looking forward to seeing you there!
Johnny Kelley
Presales Solutions Manager, Americas -
Mode |
3:00pm - 4:00pm
California West
Panel & Roundtable Discussion
John Cook
Director of Demand Generation -
Consensus |
Johnny Kelley
Presales Solutions Manager, Americas -
Mode |
Jordan Zunker
Sales Engineer -
Intellect |
Anthony Beers
Director, Solution Engineering -
Workiva |
Morgan Mohney
Manager of Solutions Engineering, Financial Services -
Workiva |