8:30am - 9:00am
Check In
9:00am - 9:55am
Justine Ballroom
Scaling Presales: 8 Strategies to Boost Coverage With Existing Headcount
Sales engineers are often overworked and underappreciated. Increasing demand and budget reductions make it difficult to keep up and many presales leaders are looking for ways to increase productivity to close the gap as well as improve the quality of work life for their teams.
Join us for a look at eight proven strategies and related metrics for meeting demand while freeing up bandwidth for sales engineers to do more of what they’re best at: strategic consulting conversations, preparing better for and delivering custom technical demos, giving personalized attention to key accounts
10:00am - 10:55am
Justine Ballroom
Aligning Presales to Sales, the C-Suite & the Customer
10:00am - 10:55am
Juniper Room
The Importance of Active Listening and Empathy
One of the things I hear most from prospects that select us is that we listen to them, truly understand their problems, and become trusted advisors to them. This is possible through active listening, displaying empathy, and illustrating the understanding and value that comes along with it. Let’s examine these skills more closely, talk about how to develop them and their impact on your win rates and commercial success.
11:00am - 11:55am
Justine Ballroom
Future Proofing Presales
Pandemic, hiring freeze, economic challenges, layoffs; ensuring Presales thrives in any storm. In this session you will walk away with 5 actionable items for future proofing your Presales organization for 2023 and beyond. Implement some today, plan the rest for tomorrow.
11:00am - 11:55am
Juniper Room
Sharpening Presales by Leveraging Data
As deals move from lead to customer and beyond, different teams gather information at different stages, in different ways, and for different reasons. All of that information is valuable, but most of it lives in siloes and isn’t shared across teams or their tools. Let’s talk about how presales can leverage data across sales, marketing, product, and post-sales/customer success to improve productivity, optimize performance, and deliver value.
12:00pm - 1:00pm
Justine Ballroom
Lunch
1:00pm - 1:55pm
Justine Ballroom
1:00pm - 1:55pm
Juniper Room
Winning in a Down Economy; Executing When Every Deal Matters
Practical tactics to ensure your demo and presentation execution is tight, when every deal matters. Learn the most common mistakes in execution and how you can avoid them. Gain practical techniques to connect with buyers and maintain a competitive edge.
2:00pm - 2:55pm
Justine Ballroom
2:00pm - 2:55pm
Juniper Room
How Buyer Enablement is Changing Discovery
How many of us have actually purchased enterprise software? What did we dislike about the process – what did we appreciate? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What is the role of discovery in supporting these efforts? We’ll examine these topics and more in this session…!
3:00pm - 4:00pm
Justine Ballroom
Roundtable Discussion
4:00pm - 5:00pm
Justine Ballroom