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!
Convene | 100 Stockton St, San Francisco, CA 94108
Most prospects don’t believe your marketing stories. In this session, Rew Dickinson will show you how to create truthful stories that you can use in sales to keep customers interested and beat the status quo!
This presentation will go over the right (and wrong) reasons to implement a formal demo certification program. Implemented correctly, demo certification can not only ensure new SEs are prepared to effectively sell your product, but it also serves as a way to ensures SE teams are telling a consistent story and highlighting important areas of value. Demo certification also invites a broad perspective from different groups within your organization who can help SEs improve their individual demo performance but also help improve the overall demo that your sales organization is using to best represent your technology and solutions.
Many businesses are “doing more with less” by restructuring their organizations. This has led to a massive opportunity for PreSales professionals to take leadership over both solutions engineering and professional services, forming a broader Solutions organization that bridges the gap between PreSales and post-sales. Join James Kaikis, Chief Solutions Officer at TestBox, to learn why this trend is happening and how to advocate for this shift in your organization to further evolve our profession into a critical GTM need and transform your customer experience.
2023 was a tough year for sales and managing performance was a challenge for presales leaders. In this session, leaders will learn how to use data to drive decisions to identify top and bottom performers. The session will cover strategies to retain top talent and manage underperformance as they gear up for a successful 2024.
Presales has traditionally been where sales engineers focus their efforts. There is nothing traditional about today’s market. Sales engineers, solutions architects, solutions consultants – whatever you want to call them – are the glue of an organization. From product to customer success to marketing and beyond, we will discuss how your presales stars can enhance every department and drive success for your organization.
Get your CRO’s attention with information that they don’t have and earn your seat at the sales forecast table. The sales forecast is mission-critical to your C-Suite. It drives planning, budgeting, and decision-making. Sales has traditionally owned the sales forecast narrative, but presales is becoming a key contributor. We’ll explore how to structure your presales process to generate new forms of presales data related to deal health, risks, progress, and key activities. We’ll talk about how to align with your sales counterparts to assess the real status of your deals, escalate and reconcile mismatches (AE has it in Commit, but your SE is concerned), and jointly define the sales forecast narrative. When done right, you boost your win rates and improve your sales forecast accuracy. Win-Win! And in the next sales forecast meeting… feel free to choose the comfy seat at the table. You earned it!
The standard practice for most presales professionals is to fill all available demo time with prepared content. Join Jack in this session to learn how to use a 5 minute demonstration framework to turn every demonstration into a meaningful conversation.
Wendy joined CData Software in November 2022 to develop their Global PreSales organization. She didn’t realize that she would be literally building the team from scratch! From writing job descriptions, hiring, and onboarding, to creating standardized processes, sales enablement, and rules of engagement, you’ll learn from Wendy’s successes and challenges in her first year. She’ll also share her tips and tricks for intentionally developing the culture of your PreSales team, as well as developing psychological safety to help drive technical innovation and collaboration.
Join us on an enlightening journey through a real-world expedition with Consensus. Hear directly from a seasoned navigator of the platform, as they recount tales of integration, innovation, and inspiration drawn from their own company’s use of Consensus. This session is crafted for leaders and practitioners who aspire to elevate their organization’s demo capabilities to new heights. Uncover practical insights and strategic foresights into leveraging Consensus for driving a seamless buyer journey, increasing sales efficiency, and forecasting the evolution of demo automation
Join Salesforce’s Distinguished Solution Engineer, Iman Maghroori, for tips and tricks that will elevate your demo game, help you create presentations your audience will actually want to watch, and ultimately generate more revenue. In this session, Iman will give you a new way of thinking about your presentations, as well as specific-actionable advice that you can start to apply right away.
We’ll be digging into how deals are compounding in complexity and in turn PreSales is becoming the quarterback of Revenue but will need to work with other teams to get revenue across the finish line. In addition, we will share best practices on tracking deal efficiency & team performance metrics during this complex deal journey across teams.
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