Experience Rooms
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All Aboard! And Pick Your Role! The Onboard Roles Experience

Monday, September 17 - Tuesday September 18
8:00 am - 5:00 pm
Plaza Room 1

Ever wondered how the SES got started and how it has thrived and grown since it began four years ago?? Did you even know it started four years ago? Come to the experience room and go through Onboarding to become a fully-informed member of the SES, You will engage in conversation on the history of SES, how it works, the big idea around principles and last, how you can pick your role to get involved to help SES continue to thrive and grow as we work together to elevate the role of Sales Enablement. Plus, we will have snacks!

The SiriusDecisions Experience Room: If you build it, they will come... and other myths of sales enablement functional design

Monday, September 17 - Tuesday September 18
8:00 am - 5:00 pm
Plaza Room 2

You’ve likely heard the old adage… Nothing happens until someone sells something. In sales enablement, nothing happens until the sales teams engage- with your programs, your content and the systems meant to make their mission easier and make them better at what they do. But how do you go about designing a sales enablement organization that has a laser focus on the sales team and their experience? Is rep centric design a meaningful and effective approach to the sales enablement function? How does your organization stack up?

Come join us in the SiriusDecisions experience room as we explore sales enablement functional design and test the approach of design thinking centered on the sales team experience. You will have the opportunity to share your perspectives live, receive related data and gain insight into what your peers are doing. In addition, you will have the option to participate in a larger study and receive the findings that will provide a deep dive on structure options and what works.

Enabling Growth in the Digital Economy

Monday, September 17 - Tuesday September 18
8:00 am - 5:00 pm
Plaza Room 3

Go-to-Customer: Moving Beyond Your Product and into What’s Possible

You customers don’t understand all of entirely new ways they can achieve their results buy your products and services. In short, they do not understand “what’s possible” so they are constrained by traditional thinking and thus cannot envision success. The succeed in the future, companies must adopt a “go to customer” strategy that focus on helping their customers: 1) envision “what’s possible” 2) provide them with patterns to see their situation isn’t unique and what the conditions of success look like; 3) a path they can follow to realize what’s possible and then 4) proof that it works.

When you enter the Enabling Growth in the Digital Economy experience room, you we walk through a variety of “stations” each of which will have outputs on the wall you can react check out yourself, like a gallery. You can go at your own pace – you can ask questions and you can learn from the conversations of those around you. You can leave and come back – all the information will be there laid out for you. Think of more like a cross between an art gallery and a facilitated session and much less a “session” or presentation. The more you engage within the room, the more you will get out of it.

Some interesting information you will see:

  • Highlights form interviews with Private Equity Leaders and CEO’s
  • Financial analysis about the costs invested on sales and marketing and how poor the return has been
  • Highlighting the massive gaps between what executive buyers are looking for and where businesses are going
  • Different ways to see the true performance of your sales teams
  • How to pull all of the information together
  • Navigating your own internal agreement network
  • Real live success stories with massive results
Why should you go? Gain a more holistic view of the sales and marketing problem, apply engineering type principles to identify areas to focus and measure results, how to confront the miscommunication reality pervasive in your organization, and ideas to create operating models to scale success.

SalesTech Experience Space

Monday, September 17 - Tuesday September 18
8:00 am - 5:00 pm
Plaza Ballroom Foyer ABC

In the age of the Sales Enablement Practitioner, vendors must transform their cultures from product-centric to customer-centric. But that is easier said than done. Buyer centricity requires sales tech vendors to understand who their customers are and how customers perceive their interactions with them. Our Sales Technology experience space will be immersive and interactive space that helps buyers better understand the sales technology landscape and in -turn allow vendors to better understand their prospects and customers. We hope to inspire empathy and understanding amongst vendors and buyers and help build customer-centric cultures.
SES Lion head logo © 2019 Sales Enablement Society
PO Box 1027 Leander, TX 78646
SES is professionally managed by CMP Management