Enable buyers with personalized demos on demand. For example:
Here’s how Consensus does it:
ONE
TWO
Prospects pick what they want to learn about, get a personalized demo on-demand, then share it with their teams. It’s “choose-your-own-demo” meets “intra-viral”.
THREE
Reduce unqualified demos by 89%
29% faster sales cycles with interactive demos
Up to 44% lift in close rates
3:00 AM - 4:00 AM CDT
9:00 AM - 10:00 AM CDT
The term “buyer enablement” is now bandied about as a catch phrase by many who know very little about it. Join author and thought leader Garin Hess on an interactive journey (and some fun-spirited competition) through the research that spawned an explosive new industry. Learn the surprising research-based data, paired with actionable principles and steps, that guarantee to help you shorten the buying cycle all while getting more productivity from existing resources.
10:00 AM - 10:50 AM CDT
How does a pile of dirty clothes explain the fundamental flaw in how we’re still doing demonstrations and Proof of Concepts/Value/Success (PoC/PoV/PoS)? Will you ever look at your washing machine the same way again?This session will dig into the misalignment between modern Buying Journeys, decades-old Tech Sales Processes and the value PreSales bring. We’ll look to the future of the PreSales that splits the role into Creators / Influencers and Consultants / Advisors / Coaches.
10:00 AM - 10:50 AM CDT
Many people think that Presales consultants always do a demo. Often even Presales consultants think about themselves that they always need to do a demo. What if the customer does not want to see a demo? What if there is even no need for a demo?
Join my session to hear from 10+ years of experience when you should demo, how you should demo it and when better not to demo.
10:00 AM - 10:50 AM CDT
You want to become a better professional, you want to build a successful team… how do you apply the theory we see in books to real-life practice? In this session, I would like to cover the methods I have been using to deliver effective results and transform the culture in my Presales team.
10:00 AM - 10:50 AM CDT
11:00 AM - 11:50 AM CDT
1:1 meetings are valuable time for you and your reports. Too valuable to leave to chance; yet that’s what many leaders do.
In this session, I’ll share a structure that I’ve used across multiple roles and companies, along with the thinking behind it.
You can either steal my structure, or use the same principles to construct a framework that makes sense to you and your organisation.
Just don’t leave it to chance!
11:00 AM - 11:50 AM CDT
Want to know where most demos fall short?
Presales Mastery reviews and coaches hundreds of demos a year, providing multiple types of feedback, including scoring every demo against our 103 metric Demo Best Practices Scorecard.
We analyzed the data from over 300 demos, and have identified the demo best practices that consistently get the lowest marks, uncovering where the majority of technical sellers can improve the most.
In this session, we reveal the top 7 approaches you can put into your demo toolbox to instantly improve your delivery. Don’t worry about complicated frameworks or theories – this session is all about providing key tactical tweaks that you can use in your next demo to win more business.
11:00 AM - 11:50 AM CDT
A quota-based commission/bonus plan is the best compensation plan to incent PreSales professionals to become high performing trusted advisors. We will discuss how quota-based models are more effective than activity-based or yearly bonus plans in making the SE a true co-pilot on a sales team and elevating status and recognition within your sales organization (without becoming a bag carrier!).
12:00 PM - 12:50 PM CDT
12:00 PM - 12:50 PM CDT
While there’s always a balance in a Pre-Sales role, some of us are naturally more Sales or more Engineer! We’ll talk about how we make it work; how do you leverage your own strengths to make you the best PreSales person you can be to help close deals! Because of the unique nature of the Pre-Sales role, we must have both sides of this coin, but understanding your own preference will allow you to leverage your strengths to their full benefit.
I have seen dozens of Sales Engineers’ careers and methodologies on calls internally and externally; and whether you’re an individual contributor or a leader looking to understand the makeup of your team(s), we’ll look at how this can change and adapt with the situation, whether on a scoping call with a prospect, or internally, perhaps with a team effort focused on process improvement.
12:00 PM - 12:50 PM CDT
Seeing how the presales community has matured over the years has been great. While we still see people move into “demo” roles for the first time, our ranks also have a broad depth of experienced demonstrators. There are very mature discovery and demo methodologies in place at many organizations. This session builds upon solid discovery and demo methodologies to show how being more deliberate and intentional in applying these methodologies enables you to focus on customer outcomes more specifically. When the customer outcome is the “true north,” we can ruthlessly prioritize our time and efforts to be more persuasive in driving action and decision-making. This session is for any demonstrator who wants to accomplish more in a shorter time and for any leaders looking to increase team effectiveness and optimize outcomes. We will focus on three key engagements; pre-demo, during the demo, and post-demo; to learn proven techniques to influence buyer decision-making.
1:00 PM - 1:50 PM CDT
Executive presence, the ability to inspire, influence and communicate with credibility is vital whether you’re a salesperson or a sales leader, however it is perceived very differently in a virtual world. In this session you’ll learn what your audience sees on their screen and how to convey the qualities associated with executive presence on camera for greater influence and results!
You’ll learn:
1:00 PM - 1:50 PM CDT
The widely acclaimed Six Habits of Highly Effective Sales Engineers was published in the summer of 2019. Since then, we’ve experienced a global pandemic – which changed the world forever, seen a tidal wave of new technologies – designed to automate presales – hit the market, and now find ourselves amidst a global recession, with news of RIFs and layoffs breaking almost weekly. And although the Six Habits are fundamental to our profession, and plausibly timeless, the manifestation and implementation of those habits have arguably changed more in the past four years than they did in the 15 or 20 years leading up to the day the book was released. To that end, this presentation by author Chris White will attempt to illustrate how those six fundamental habits of what “good looks like”, can and presumably should be applied in today’s post-covid, automated presales world.
1:00 PM - 1:50 PM CDT
Hyland began their pilot program of Consensus in early 2022 and rolled the platform out to Presales and Sales in September/October 2022. In this session we will discuss lessons learned from our successful company-wide Consensus implementation and roll out to hopefully help other organizations as they plan for their implementations.
1:00 PM - 1:50 PM CDT
2:00 PM - 2:50 PM CDT
When preparing for a technical sales presentation there are a lot of elements to consider. But what are the most important areas to focus on? How do you go about differentiating yourself amongst the rest of the vendors? How can you connect with your audience in a short amount of time? What’s the process you can use to consistently deliver strong presentations? In this session I will cover all these topics and more to include:
2:00 PM - 2:50 PM CDT
2:00 PM - 2:50 PM CDT
Choose your own adventure! We’ll use The Menu Approach to build the agenda for this unique session dynamically – you’ll make the choices!
Here’s the collection of choice chunks currently contemplated:
Let us know if there are any topics you’d like to mine – this session could yield the Mother Lode of discovery and demo Gold!
