
2020 Speaker Series
*All times are in Eastern Standard Time. Register for NSEC 2020 to receive the workshop links when they become available.
Thursday, September 24th
Co-Founder, PreSales Collective
*Only available to individuals attending NSEC 2020's career exhibition
Friday, October 9th
The 2024 Sales Engineer
12pm - View the recording
Author and Managing Director, Mastering Technical Sales
The FABulous Sales Engineer
1:00 pm
Learn how to talk Feature, Advantages, and Benefits to guide the customer, so the sales decision is made based on the potential value the product can provide.
John Care
Discovering Personalities
1:00 pm
Get to know your customers by understanding their personality using DISC profiles. Learn how to gauge a buyers behavior and work with their DISC personality for a smoother meeting.
Blake Scanlon
Listening with Purpose
3:00 pm
Learn how to stay engaged with a customer to fully understand their problems. Listen attentively while someone else speaks, paraphrasing and reflecting back what is said while withholding judgment and advice.
Miguel Minicz
Captivating with a Story
4:00 pm
Capture your customer with a powerful story. Learn how to guide them through a narrative that puts them at the center. Help the customer visualize a brighter tomorrow.
Christian Trujillo
Creating Powerful Questions
3:00 pm
Learn how to peel through the layers of a customer and navigate to their true pain points and problems using powerful questions. Use powerful questions to drive the customer to clarity.
Tom Twyman
Digital Presentations
4:00 pm
Bring stories to life through digital presentations. Learn how to effectively communicate narratives and data in fast-moving virtual world. Keep audiences engaged and focused.
Daniel Natale
The Impact of Unconscious Bias & Building an Equitable Workplace
2pm - View the recording
Cloud Specialist Solution Engineer, VMware
Saturday, October 10th

10 Things You Don’t Yet Know About Being a Sales Engineer
11:30am - View the recording
Chris White
Author and Managing Director, DemoDoctor

Transformation. From Engineering to Sales Engineering
8:40pm - View the webinar
Michael Zwick
Sales Training and Sales Consulting, Trane