Panel: To Discovery and Beyond
April 18, 2020


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NOTE: If you want to attend this event but don't have a work email address, please email, explain your situation, and we can add you manually.


By popular demand, our intrepid presales gurus are back for round two! In this session, they'll tackle DISCOVERY, with an emphasis on remote strategies and best practices.

We are also super excited to welcome Julie Hansen to the panel! You can read more about Julie below.

This session will include another extended Q&A, so have those questions ready!

Don't forget to check out our first session on Remote Presales Strategies.


Julie Hansen Acting For SalesJulie Hansen

Performance Sales & Training

Julie Hansen is the author of Sales Presentations for Dummies and ACT Like a Sales Pro!  A former actor and sales leader, Julie brings a performance mindset to technical demonstrations and presentations through her company Performance Sales and Training.  Julie is also a Certified Great Demo! affiliate and has trained thousands of pre-sales professionals around the world over the past decade.  Julie’s Acting for Sales Blog was recently named a Top 50 Sales Blog by Top Sales World.


Peter Cohan, Founder & Principle, The Second DerivativePeter Cohan

Founder & Principal
The Second Derivative

Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! methodology, focused on helping software organizations improve their sales and marketing results – primarily through improving organizations’ demonstrations. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been, and continues to be, a customer.


John Care, Managing Director, masteringtechnicalsales.comJohn Care

Managing Director
Mastering Technical Sales

John is the author of the the highly successful book, “Mastering Technical Sales: The Sales Engineers Handbook”. The book has been described as “the ultimate how-to manual for presales engineers and their leaders”, and is now an integral part of new hire development at many technology companies. To date, over 35,000 students have been trained in his Professional Skills Curriculum.

Don CarmichaelDon Carmichael

Winning Skills

Don has been in Technology PreSales over 30 years starting out delivering complex, enterprise demos at small resellers and partners to 8 years running EMEA PreSales enablement at SAP and Oracle to now running a company completely focused on training and coaching PreSales skills, best practices and techniques and advising PreSales leaders on organisation, operations and tools.

Garin Hess, Founder & CEO, ConsensusGarin Hess

Founder & CEO

Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organizations scale the technical sales function. Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family.

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