David Yockelson

David Yockelson, a Distinguished VP and Gartner Fellow with over 30 years in B2B information technology, joins the discussion to delve into the evolution of value realization in tech sales. He emphasizes the shift from technical selling to value-based approaches, underlining the importance of understanding customer needs. The conversation also highlights changing buyer behaviors, the complexities of the modern buying process, and the strategic role of online demos in enhancing sales efficiency and client engagement.

David Yockelson, a Distinguished VP analyst at Gartner with 30 years in B2B tech, discusses the crucial role of interactive demos in B2B SaaS. He reveals how these demos enhance buyer engagement by allowing self-service exploration before sales conversations. Yockelson highlights the impact of Gen.AI on revolutionizing demo creation and the emerging trend of value-driven marketing. He also emphasizes the shift in sales dynamics, showcasing the need for companies to adapt strategies around independent buyer journeys.