SES EXPERIENCE: 2020 Annual Conference Forward Momentum for a New Decade
Call for Presentations
As we plan for the conference this year, our world has shifted. We are seeing sales enablement continue to play a critical role supporting sellers as companies navigate, innovate, and do everything they can to manage an unprecedented response to a global
pandemic. It’s times like this we see resilience, community building, and new ways of working.
SES invites you to submit your work for review to present at the SES EXPERIENCE: 2020 Annual Conference Forward Momentum for a New Decade!
Potential presenters should know the minimum/maximum length of prospective presentations will be either 40 minutes plus 5 minutes for questions. Form submissions are due no later than Tuesday, June 30, 2020. Notifications of selection
will be distributed by Wednesday, July 15, 2020. If you have any questions, please contact Sales Enablement Society at 844-304-3330 or email email@example.com.
Any active practitioner, research analyst, or academic can submit a session request. We do heavily weigh the breakout sessions with practitioner presenters. To be clear, a practitioner is someone whose primary responsibility is to actively enable buyer/customer
facing roles for a specific organization where they are employed. Those between practitioner roles (not currently employed) will be considered and the content must be genericized or approved for use by your previous employer. If you are uncertain
about your practitioner status, please view our sponsorship opportunities or reach out to firstname.lastname@example.org.
If you represent a technology or consulting services partner provider and want to conduct a session, please view our sponsorship opportunities!
What are the types of sessions?
If your topic falls outside these types, you are still welcome to submit it and the idea will be considered based on perceived overall value to the attendees relative to other submissions.
Ideation- Vision for a new way, approach or interpretation of data "what if…"
Perspective- Proven process, framework, approach that prescribes a repeatable approach, with data if possible, that addresses "What to Do"
Tactic Deep Dive- Actual tool or template used to execute "How to do it"
Practitioner Story- Personal story/stories of how a challenge or opportunity related to the topic that moves people forward, "Done it"
Panel of SME’s- bring together a group of fellow enablers, analysts, academics, sales reps or interlocked functional leaders for a facilitated conversation on a hot topic. NOTE: The society can provide a limited number of volunteer facilitators on
request if you would like to be a participant in the panel and not the moderator.
Experience Room- these are physical spaces made available over a period of time (longer than a single session hour, but not the whole conference) that immerse the visitors in a topic and encourage them to provide input, experiences and opinions on
the topic as well. There will be a limited number of these rooms and they are best suited for big topics- like future of enablement, driving rep engagement, or ideating.
Hybrid- any combination of the above or something creative and valuable for the audience.
What are the topic tracks/ themes?
While the overall conference theme is Forward Momentum for a New Decade, we have created general topic tracks to meet the expressed interests of our members as follows. If your topic falls outside these high-level tracks, you are welcome to submit
it and we will consider it based on perceived overall value to the attendees relative to other submissions.
Enablement Strategy, Structure, Roles and Measurement: (Can each of the topic titles expand to show the information below?)
Virtually any topic that relates to enablement strategy development and execution and the people that drive the processes…Thought starters include:
What did you learn living through Covid-19 and its’ effect on our business world at large? How has/did COVID-19 change your SE approach for 2020 and then what did you do to innovate?
How did you move from non-sales value add to true value add enablement?
You are in a Start Up/Early Stage – what is Sales Enablement responsible for, how does it operate, and who does it work with to move quickly?
What happens as you scale and work across different parts of an organization? How do you track success and measurement of what you are doing to show value?
Enabling Sales Enablement – how do you ensure that your people are keeping up to date on the latest tools and tactics and developing skills they need to be successful as a sales enablement professional
Where is the operating model going for Sales Enablement? Why? How do you know?
Do you have a proven charter process and template that you use? How does the charter feed your short and mid-term plans?
Do you have a business plan you successfully used to pitch enablement transformation?
What creative roles/structure/services are you using to help drive seller engagement?
What’s the structure of Sales Enablement that works for your company, where have you had to make changes?
What competencies make a “strong” Sales Enablement candidate?
These sessions are meant for a practitioner perspective on tech stack and how they are navigating the vast and sometimes confusing space. Thought starters include…
What does your sales enablement tech stack look like? Have you recently assessed and filled gaps? What did you learn?
How did you choose specific technology and what were your requirements? Do you have an RFP to share?
How have you implemented technology to improve reps ability to perform in pursuit of deals? Is it working? What could be better?
Where do you think needs are going to be in the future that aren’t being addressed yet?
These sessions include any topic on how to attract, retain, develop, coach, motivate, engage and generally advocate for the needs of customer facing employees. Thought starters include…
What did you do to develop virtual sellers during the Pandemic? What did you learn?
Have you recently become more involved in competency definition and/or hiring profiles? Why? What have you learned? Did you transform your onboarding? Why? What did you discover along the way?
How are you measuring learning programs, assets and learners?
Are you leveraging just in time, activity-based learning tactics? How do you deconstruct foundational learning programs for in the moment use and reinforcement? Is it worth it?
Are your sales managers an extension of your team – how did you do that?
Did you help your sales managers become Rockstar coaches? What did you learn?
How do you keep your sellers informed in the age of agile? Do you really need to?
Have you developed a bespoke sales methodology and rolled it out? What does that look like and what did you learn?
Have you gone from zero to hero – developing formal learning for the first time in an organization? What are your lessons learned?
Do you have an expertise in adult learning--What can brain science teach us about how to better enable reps? How have you applied it?
These sessions focus on creating, aggregating and managing sales content for use with buyers/customers. Thought starters include…
Who owns sales content? Why? What works and what does not? SME panel… bring your friends
How did you choose your Content Management System? What were your requirements? Do you have a RFP and process that worked?
Do you use both SELLER and BUYER personas to define content requirements and delivery? Do you have process and templates to share?
What content do reps REALLY want… how did you find out? What did you do as a result?
Have you transformed your RFP Center? Why? What did you learn?
What are buyers (and reps) reading/using during the Pandemic? What resonates?
Sales Events and Communications:
These sessions focus on incoming and outgoing sales communications and events. Thought starters include…
How do you keep sellers informed without driving them crazy with communications?
Have you implemented a sales concierge desk? How is that going? What insights do you get from centralizing incoming sales questions? Is it worth it?
Did you throw the best sales kickoff event ever? How did you do that?
How do you capture at scale from what the reps hear from their clients every day?
Do you enable business unit enablers champions through workshops and events? What does that look like?
Did you change a F2F conference to a virtual one? Lessons learned, with supportive data. Bring friends for a panel discussion.
These sessions are meant to look at recent trends and provide a glimpse into where the discipline of enablement may be going in the future. While this track is best suited to academics, analysts, futurists who have data backed insight…if you have
an amazing view for the future of enablement in your organization with a roadmap of how you will get there…by all means submit a session idea.
Special Sessions: If we haven’t listed an area that you would like to cover in a session, please propose it!: This might include: Academia, Analysts, A View from Sales, industry or demographic (size, geo, buyer persona, etc.).
What criteria is used to select sessions?
Every year the SES has received many more session requests than could possibly be showcased. A lucky group of tireless volunteers use these criteria to rate submissions and to select the final participants:
Presenter status as an approved delegate type (practitioner, academic, analyst)
Topic relevance- does it fit in a defined track or does it have wide appeal?
Relative strength of story/subject matter compared with similar submissions-Interesting and actionable? Fresh approach and forward thinking? Different lens on a tired topic?
Level of audience interaction/participation? More is better but not always possible depending on format.
Demographics relative to other submissions- ensures sessions are not all from large or small companies or particular industries