Panel: To Discovery and Beyond

By popular demand, our intrepid presales gurus are back for round two! In this session, they’ll tackle DISCOVERY, with an emphasis on remote strategies and best practices.

We are also super excited to welcome Julie Hansen to the panel! You can read more about Julie below.

This session will include another extended Q&A, so have those questions ready!

Don’t forget to check out our first session on Remote Presales Strategies.

About the Presenters

Peter Cohan

Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer.

Julie Hansen

Julie Hansen is a virtual selling expert, a Great Demo! Partner and the author of three sales books, including Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams. Julie is also the founder of the Selling On-Video Master Class, which applies principles from film and television to virtual sales for improved connection and engagement with today’s busy buyers. In addition to a successful career in sales and leadership, Julie worked as a professional actor appearing in over 50 commercials, films, and television shows, including HBO’s Sex & The City.

John Care

John Care is the author of the highly successful book, “Mastering Technical Sales: The Sales Engineer’s Handbook.” The book has been described as “the ultimate how-to manual for Presales engineers and their leaders,” and is now an integral part of new hire development at many technology companies. To date, over 35,000 students have been trained in his Professional Skills Curriculum.

Don Carmichael

Don Carmichael is a PreSales coach, trainer and keynote speaker and the Founder and Chief PreSales Evangelist at Winning Skills Ltd. After a 30-year PreSales career including heading EMEA PreSales enablement at both SAP and Oracle, Don founded Winning Skills to elevate the PreSales skill set and help take the profession and craft forward as Buyer Enablers. Don has taught PreSales skills at Adobe, Deloitte, SurveyMonkey, Sage, Freshworks, Concur and many, many others. Don is co-host of the ‘Two PreSales in a Pod’ podcast series, has his own hashtag on LinkedIn #PreSalesbyDonCarmichael, and regularly contributes to web events.

Garin Hess

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus.

Experience It Yourself

No more talk! We drink our own kool aid. Want to check it out?

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