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DemoFest logo
March 29, 2023 | 9am - 4pm

DEMOFESTx West Coast

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

Register

Want a chance to be on the DEMOFESTx West Coast stage? Our call for presentations is now open!

Submit a Presentation

Location

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

Salon Tower A

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

Salon Tower A

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

Salon Tower 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

Salon Tower A

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

Salon Tower 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.

Stephanie Day

Sr. Director, Solution Consulting - Snow Software |

12:00pm - 1:00pm

Salon Tower A

Lunch

1:00pm - 1:55pm

Salon Tower A

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.

Ed Jaffe

- |

1:00pm - 1:55pm

Salon Tower 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

Salon Tower A

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

Salon Tower B

Let Me Share My Screen Real Quick: 5 Lessons From 250+ Live Demos

Johnny Kelley

Presales Solutions Manager, Americas - Mode |

3:00pm - 4:00pm

Salon Tower A

Panel & Roundtable Discussion

John Cook

Director of Demand Generation - Consensus |

Todd Janzen

Global VP - Q Branch Salesforce |

4:30pm - 7:30pm

DEMOFESTx After Party hosted by PreSales Collective

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

Register

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