Best practices for enterprise presales engagement

  • June 10Thursday
    10 AM Pacific Time

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What it is all about

  • In this webinar, we’re bringing two experts to cover the best practices of the two major milestones in the enterprise presales engagement process.
  • Product demos and Proof of Concepts (POCs).
  • Product Demos are usually the first step towards a serious engagement with the prospective buyer. A well executed demo helps both buyers and sellers. Buyers get a better understanding of what the product is capable of, and sellers get to present the capabilities that fit the buyers’ requirements.
  • POCs further the engagement at a grander scale. A well executed POC helps achieve business and technical wins and moves both buyers and sellers towards the finish line.
  • Traditional approaches to demos and POCs are no longer sufficient. We’ll discuss the validated best practices to help you improve your presales functions.

Featured Presenter

  • Peter Cohan

    Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! methodology, focused on helping software organizations improve their sales and marketing results – primarily through improving organizations’ demonstrations.

    The bulk of his experience is with complex, enterprise software and strategic systems sold to varied audiences in a range of vertical markets. He has enjoyed roles in technical and product marketing, marketing management, sales and sales management, senior management and the C-Suite - as well as serving on Boards of Directors.

    Mr. Cohan has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

  • Vik A

    Vik is the CEO & Co-founder of Success - a platform for Sales Engineers. Before Success, Vik worked in sales engineering leadership roles for many years. Vik also worked as a sales engineer for many enterprise companies for 15+ years.

    Vik also runs a podcast for Sales Engineers - "Proof is in the Pudding". In this podcast, he interviews leaders from the Sales Engineering space.

What You Will Learn?

  • 1What makes or breaks the demo
  • 2Incremental vs step change in demo practices
  • 3What makes or breaks a POC
  • 4What the key metrics are for sales engineering teams

You’re in good company

“Success makes it super easy to look at single pane of glass and understand the current status of all our Proof of Concepts”

– Phil Meneses
Senior Sales Engineer at Preempt Security

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