Everyone in your company’s Sales and PreSales orgs, plus most of their supporting functions, stand to benefit from leveraging demo automation, buyer enablement, and using Consensus - they might...

"I don't know where to start?" Has this question ever popped up when talking about putting together a new Consensus demo? In our organization it did, and storyboarding was the the answer to get things...

In this session, we will walk through Consensus's Salesforce integration and we will highlight the latest and greatest of our brand new Salesforce 11.0 Integration. We will cover how our Salesforce integration...

Adoption is key to a successful business & vendor relationship.  The first step of adoption is developing solution champions. Learn more about measuring adoption – the key to inspecting...

With Consensus, Blackbaud was able to grow their impact and reach to their internal customers; Sales and their external prospects. And your PreSales team will love the shift to more strategic/consultative...

You’ve kicked off the procurement process and the Consensus licenses are going to land on your desk soon. Time to celebrate? Nope. (Ok. Just a little.) Expectations are high. You’re already...

“Buying in” to an idea requires stakeholders to be committed and supportive of a project’s success. Learn six key strategies that will not only create leadership advocates, but also...

How to use consensus to create multiple touch points within your sale cycles to expand the conversation and value of what your selling.

Presales power is limited only by your understanding of influence with both internal and external stakeholders.
 
Whether you are a presales leader or individual contributor, your presales power is...

In today's highly competitive business environment, companies must focus on optimising every stage of the revenue cycle to stay ahead of the game. That's where PreSales and Buyer Enablement KPIs come...

In our B2B SaaS, technology-heavy world we overcomplicate things to the extreme. Even in that first sentence - acronyms. Then we add technical jargon, buzzwords, fancy diagrams and smooth animations.
We...

Buyers in 2023 say they are more cost-conscious than ever but are they really?
 
Forget features, possibilities and competitiveness - the only thing that matters now is Value. During disruptive times,...

A key point of maturity for a Sales Organization is when they can articulate the business value propositions of their solution. The next step is creating demo flows that correctly show these features...

John Cook takes us through the 2023 iteration of the Sales Engineering Compensation and Workload Report.

As the shift from siloed presales to full-journey buyer enablement continues unabated, vendors must now understand their impact across a far wider spectrum of activities. The maturity of a vendors support...

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...

Presales Practitioners, don't let the economic crisis and layoffs bring you down! Join Patrick Pissang, Sales Engineer trainer and author of The Social Sales Engineer, as he shares timeless principles...

Utilizing a multi-pronged demand gen strategy leveraging digital video content to engage prospects.  How we align our Solutions Consultants, Marketing, SDR, and Sales Teams to get prospects interested....

During this session, we will review techniques for successfully maneuvering the prospects’ organizational chart that help your sellers reframe their approach in favor of the customers’ best...

ChatGPT is quickly changing how people are expecting to get their information. Additionally, sales teams are seeing real benefits in helping to find and curate relevant and meaningful information to change...

When PreSales assumes the role of training sales, trust and partnership can be at risk. Join Tony Francetic, Senior Manager of Solutions Consulting at Thomson Reuters, as he discusses the benefits and...

Presales is the process of demonstrating the capabilities and value of a product or service to potential customers before a sale is made.  While a demo can be an effective way to showcase this, it...

Wait! I’m an SE, I’m technical, I don’t negotiate. Salespeople negotiate over price, discounts, legal terms and who pays for lunch. 
That’s not my job. Well, actually it is....

You’ve seen the light of Buyer Enablement and Consensus, 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...

Our audiences are seeing multiple presentations and in many cases, they start to sound and look the same. Join Ron in this session to discover his techniques for crafting and delivering demos that will...

Social Proof is critical to convincing prospects your offering is the best solution for them. Cut through the distractions with succinct success stories that highlight how your tool has provided value...

We often talk about the 360 for Customer Experience but now there is 360 for the Solution Consulting Community Experience. This presentation explains how to successfully extend and scale the SC function...

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)...

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...

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...

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?...

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...

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...

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...

Review proven Best Practices in executing a Technical Deep Dive Discovery. We will 'rapid fire' many Pre-Sales soft and hard skills, processes, best ways in working with your Account Executive counter...

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...

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...

Congratulations! You’ve taken the big leap to include video demos in your sales process! You are bursting with excitement and can’t wait to get the ball rolling! Suddenly, you are hit with...

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,...

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...

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...

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...

Did you know in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and...