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
Want a chance to be on the DEMOFESTx West Coast stage? Our call for presentations is now open!
The Westin St. Francis on Union Square
335 Powell St, San Francisco, CA 94102
8:30am - 9:00am
Foyer
9:00am - 9:55am
California West
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.
10:00am - 10:55am
California West
“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) …”
10:00am - 10:55am
Elizabethan B
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.
11:00am - 11:55am
California West
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.
11:00am - 11:55am
Elizabethan B
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.
12:00pm - 1:00pm
Elizabethans A
1:00pm - 1:55pm
California West
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
2:00pm - 2:55pm
California West
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.
2:00pm - 2:55pm
Elizabethan B
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!
3:00pm - 4:00pm
California West
4:30pm - 7:30pm
Hosted just 5 mins from DFX at Executive Order Bar & Lounge. Your registration for DFX automatically gets you registered for the After Party.
For more information about this event, visit: https://lu.ma/pscbayarea32923
