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Day 2 Opening

Listen in as Yuji Higashi, Co-Founder of PSC, shares exciting updates about the PreSales Academy

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‍Developing the Next Generation of PreSales Professionals

With limited resources surrounding the PreSales profession, many companies are interested in building their own programs for developing early career professionals or those transitioning into a PreSales role. This session will provide insights from leaders who have successfully navigated the creation of such programs. In this session with Alex Hall, Wally Bruner, and Steve Bullington, you will learn about the advantages of academy programs for hiring and developing talent and how to get started in establishing your own.

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Level the Field: How Buyer Enablement Eases the
Talent Requirement

Research shows that only 7.7% of technical sellers are skilled at meeting the varying needs of the different stakeholders in the buying group. That means the vast majority are ill equipped to lead buyers through the complexity of the buying process. This results in longer sales cycles and lower close rates. In this session with Garin Hess, Founder and CEO of Consensus, we'll explore how technical sales teams (Presales and Sales together) can design and implement a buyer enablement strategy that creates a system that less experienced and less skilled sales engineers and sales reps can lean on to create a more consistent and effective buying experience, regardless of the individual talent of the individuals involved.

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Realigning Your Team to Serve Customers

It’s an age-old story for organizations: siloed departments leading to disjointed data and a clunky customer experience. By bringing PreSales, post-sales, professional services, customer success and more into one team, businesses can better serve their customers’ needs from day one. Hear from Tim Ebbers, Bren Sapience, Peter Lyu, and Wendy McHenry who have successfully tackled this alignment as they share best practices for collaboration and cooperation between departments.

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Commitment Means Success: Leading Your Team
as Individuals

The new Gen Z member of your team has different motivations than the more seasoned Gen Xers or Millennials — yet many leaders tend to get stuck in a singular management strategy. Developing every PreSales professional on the team means tailoring your approach based on their unique preferences and career drivers. In this session with Delia Parman, Chris Browne, and Wendy McHenry, we’ll explore ways to better understand both your employees and your buyers one or two generations ahead to build a more productive and lucrative team.

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How B2B Sales is Evolving and Why Our Role is So Important
to that Evolution

The world of B2B sales has transformed. Buyers once enjoyed a round of golf, a steak dinner, and a handshake to seal the deal — but now, they’re more sophisticated than ever, doing the majority of their research into products and services before even speaking with a potential vendor.

Sales and revenue teams must bring immediate value, and Solutions professionals have become all the more important in bridging the gap between a buyer’s business needs and the solutions offered.

In this discussion, join our host, David Maloof, GVP at Salesforce, as he talks to Yext’s EVP, Global Customer Success, Lexi Bohonnon, and President and COO, Marc Ferrentino, as they share their experiences in aligning teams to build an effective go-to-market approach.

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Day 2 Closing with James Kaikis and Yuji Higashi