One Festival for Europe‘s Top Talent in Sales and customer Success

n this session, I'll be sharing practical insights garnered from my tenure at both SAP, a major corporate player, and the fast-growing startup Akeneo. The focus will be on implementing a well-structured Sales and PreSales Engagement model to enhance customer experience throughout the sales cycle. This approach has been proven to yield higher success rates in closing deals.

Dive into the heart of Presales—a stealthy giant in the IT realm. As a backbone in software sales, particularly for enterprises, Presales remains oddly underestimated in consulting circles. We're peeling back the layers to reveal its full potential.

Presales professionals hold so much information about deal health, but are so often not including in revenue forecasting. How can we change this in a way that doesn't create conflict between our sales and customer success counterparts? What role should presales play in increasing the accuracy of revenue forecasts in your business?

Step behind the curtain to discover the hidden rehearsal that powers every masterful performance, whether in a concert hall or a sales pitch. Unearth the secrets of elite artists and athletes who craft "magic" not by chance, but through relentless, intentional practice. Join us in transforming your PreSales approach, where we will unlock the strategies to cultivate a culture of continuous improvement and meticulous preparation.

What remains of presales when you strip away the demo? In this session, I’ll give you an overview of which presales skills and capabilities are essential to the success of an early-stage startup and translate how this can be applied to stand out as a strategic function within a midsize or large organization. You will have the chance to map out how this can be translated directly to your role to set yourself apart and go from good to great by extending your scope of influence.

After sitting though countless vendor presentations and running through several vendor system implementation processes, the Solution Engineer became my new 💗 passion. I will be sharing with you my best vendor presentation experiences and, of course, the worst ones and how changing the seats made me a better SE.

We will lead you into the details of crafting messages that resonate with your prospects. You will learn how to turn technical features into emotions. But we won't stop there, and use a secret copywriting tool to create a compelling story that your prospect won't be able to resist.

Imagine a world where the lines between PreSales and Sales blur, where each team doesn’t just understand the other but thrives by borrowing from each other’s playbook. Dive deep into this transformative journey with us, as we unravel the secrets behind the synergy of these two powerhouses.

Building high-performance teams while in scaling mode? No matter if you are establishing a presales function from scratch, bringing teams together post-merger or diving into new market verticals / regions keeping an eye on employee engagement, NPS and well-being are key to future growth and performance. Sounds like Mission:Impossible? No. But it is an act of balance. Drive rapid growth while remaining flexible and practicing excellent change management.

Ever felt your software demo fall flat? Dive into the art and science of asking the RIGHT questions. Uncover myths about generic queries like 'Does this make sense to you?' and learn to ignite dynamic two-way conversations. Discover the secret to captivating your audience, unveiling hidden customer needs, and maintaining demo momentum. Your path to engagement starts here.

Witness firsthand how stepping beyond the standard procedure of demos and workshops leads to transformative customer relations. This session explores the reluctance in sales engineering to adopt new methodologies, despite their known effectiveness. Discover how embracing unfamiliar formats like design thinking and value-driven discussions can invigorate your approach, creating deeper customer connections and building a stronger foundation of trust. Learn from a case study where an experienced colleague, serving as a coach, successfully integrated these new strategies, enhancing team confidence and diversifying engagement styles.

Embark on a journey through the dynamic landscape of PreSales leadership inspired by the All Blacks' Legacy of Excellence. Discover the art of leading with a product owner's mindset, fostering iterative feedback loops, and embodying the Kai-Zen spirit of continuous improvement. Uncover the secrets of initiating change, cultivating an experimentation culture, and championing transformative journeys.

Curious /ˈkjʊərɪəs/ - eager to know or learn something Embark on a journey through the heart of Presales prowess in a tech-charged world! This interactive masterclass is your portal to not just joining but excelling in the elite Presales league. Discover the fusion of essential traits that have evolved over time and are now vital in today's digital workplace. 

Dive into the pivotal world of Presales, often seen as the unseen 'glue' binding successful deals in the B2B software landscape. In this session, discover why the mastery of Presales is not just about domain expertise but a blend of deep knowledge, emotional intelligence, and captivating showmanship.

This session is about solutions. We'll equip you with practical, research-backed strategies to silence your inner critic, embrace your achievements, and step into your power as an authentic leader. Don't miss this opportunity to transform your perspective and empower yourself to confidently embrace your skills, talents, and accomplishments. It's time to silence your inner critic and step into the leader you were meant to be.

Unearth the secrets of cultivating powerful, long-lasting bonds with your sales teams. Dive deep into the art of balanced partnerships: defining boundaries, recognizing pitfalls, and leveraging the undeniable impact of PreSales. Every relationship has its nuances; let's decode yours. Transform from a demo expert to an influential collaborator.