High Impact Discovery: Hosted and Sponsored by VMware

Sales Engineers of New York (SENY) and our event host Marjorie Abdelkrime at VMWare invite you to learn how to conduct a high impact customer discovery call. Discovery is the most critical and yet overlooked stage of the B2B technology sales cycle. As a Sales Engineer, conducting effective discovery entails uncovering the technical context and business value proposition, as well as establishing a trusted advisor status with the prospect. This can lead to more customized demos, targeted trials and ultimately higher sales conversions.

SENY was formed in 2018 to connect all current and aspiring SEs of New York area. One of the challenges we found was that a lot of SEs (current or prospective) did not have a community where they can discuss issues related to the field of sales engineering. Join our Slack and LinkedIn channels today: https://www.salesengineersny.com/sign-up

This one hour talk provides an overview of the best practices to be considered while conducting successful sales discovery. It includes topics such as - ideal preparation, identifying the right problem, art of interviewing, and mapping the post-discovery sales engagement.

The talk is being delivered by Rakesh Chaudhary who spent most of his career at Akamai Technologies, a pioneering cloud services company that delivers up to 30% of the world’s web traffic. Most recently, Rakesh was Akamai's Global Director for Technical Sales focusing on their Web Performance product line. In 2019, Rakesh quit Akamai and founded Dojo Labs (https://www.dojolabs.net/) - a firm providing training and consulting services to B2B tech companies - with the goal of enabling technical sales teams to achieve higher productivity and effectiveness.

Logistics: Please arrive at VMware NYC Office at 2 Penn Plaza, New York, NY and check in at registration. After this, head to the 18th floor towards Greenwich Village Room. Each guest should RSVP individually. If asked, please mention Marjorie Abdelkrime as your host.

Agenda:

• 6-6:30 pm: Arrivals and Refreshments
• 6:30-7:30 pm: High Impact Discovery Talk
• 7:30-8:30 pm: SE Social and Networking (Snacks and Beverages provided)

Thanks and we are looking forward to seeing you!

• SENY Organizers