2024-05-21 | Evolution of Sales and Presales to Support Buyer Enablement & Client Success

DEMOFEST Buyer Enablement – Virtual Conference Art Fromm and 50+ other thought leaders presented at DEMOFEST May 21 – 23, 2024. Art’s presentation was May 21st at 11:00 AM Eastern. Calling all client-facing roles including presales, sales, and customer success as well as buyer enablement, sales management, and sales enablement teams! This is your invitation to…

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2024-05-14┃Great Demo! Virtual Open Registration Workshop

  Workshop Objectives:   Use a framework to create and deliver improved solution presentations. Increase deal size and/or sell additional products/services. Reduce cost of sales by using demos judiciously. Increase existing subscriptions and renewals. Improve demonstration quality and effectiveness. Establish clear objectives for each demo. Improve communication, preparation, and follow-up between SEs and AMs.  …

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2023-10-20 | Working Seamlessly as a Sales Team

One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they can! The article discusses the relationship between Sales and Presales professionals, highlighting the importance of mutual trust and collaboration for successful outcomes. It acknowledges that while clients often trust Presales, there…

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2023-10-13 | “Selling” Discovery

Ready to Sell Smarter? Discover the Power of Proper Qualification! Before delivering a successful demo, thorough discovery is essential. While it’s tempting to jump straight to showing off your product, understanding the client’s needs is key. Lack of proper discovery often frustrates sales teams, leading to ineffective demos. To address this, the VP of presales…

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2023-05-24 | Panel – Team Optimization in a Down Economy 

DEMOFEST With Art Fromm, Zach Lawryk, Malcolm Murphy, Natasja Bax, and moderated by Mark Green. DEMOFEST2023, hosted by Consensus, showcased an impressive lineup of industry experts at its inaugural event, including renowned figures like Peter Cohan, Julie Hansen, Natasja Bax, John Care, Don Carmichael, Kerry Sokalsky, and Art Fromm, who presented ‘Working together seamlessly as…

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