PreSales Heroes

Join special guest Andy Raskin for his perspective on the power of storytelling for Solutions teams–a topic he'll address in his UNXPCTD keynote. Andy has helped some of the biggest names in tech align their teams around a strategic narrative to drive success across GTM. Save your seat for the full talk at https://unxpctd.vivun.com/.

Account executive, Robert Crayton III, discusses how adopting PreSales traits helps him reach sales-proof buyers at a lean startup.

Find out how Stephen Morrow, Solution Engineering leader at Devo, keeps up with the demand for PreSales in an industry where buyers need to get hands-on with products in virtually every deal.

Tune in to hear how a PreSales Individual Contributor, Katie Barends, Senior Solutions Consultant at Iterable, leverages data to unlock her full potential. In addition to working closely with sales to win deals, she also gets to be the voice of the customer before they become customers and share tribal knowledge across her department and the business.

Learn how and why the Corporate VP of PreSales at Blue Yonder acquired a platform for her org. Susan Beal shares what it was like being on "the other side of the table" to buy software for her department and details her mission to get better visibility and elevate the role of PreSales.

In this episode of PreSales Heroes, you'll get key finding's from Vivun's most recent benchmark report along with insights from our guest Ramzi Marjaba of We the Sales Engineers.

Learn why Matt Darrow cofounded the first AI-driven platform for PreSales and what it does for industry-leading companies in B2B tech.

Learn how to build gender balance into your PreSales team and within your mentorship network.

PreSales' Role in Value Selling according to Bob Burkhardt, the VP of Global Systems Engineering at Sumo Logic. Learn how to leverage POVs in the sales cycle to make your buyers (and deals) more successful.

Tia Wucher, Customer Engineering Director at Sourcegraph discusses how to build a technical team who will own the entire customer journey.

Hear from Tosin Ajayi, Director of Solutions Architecture at MongoDB, how succeeding in PreSales is all about having empathy for your prospects and customers.

Tune in to hear how Product teams build better software with PreSales inputs and data science.

In this episode you'll gain insights into the evolution of a leader and how we do Presales at Vivun.

Today's topic is “Resolutions for Presales Leaders in 2021”, our guest Chris Browne, Director of Solutions Consulting at Dynamic Signal, will share some compelling best practices to help presales leaders build happy, strategic and effective teams.

Brian Cotter, VP Global Sales Engineering at Seismic Software, discusses how he trains his team to become amazing storytellers. He outlines his framework, and offers how he uses a combination of the Seismic and Vivun platform to create additional impact.

Marjorie Abdelkrime is a Sr. Director of Sales Engineering at VMWare, and she discusses her approach to raising her team's strategic profile. What part should they play in the sales forecast, and how does she coach them to think more about the business than technical features?

Tony Matos, Director of Sales Engineering at Citrix, discusses his recently published book: The Essential Guide to Navigate your Proof of Concept.

Lara Meadows, VP Sales Engineering at ThreatConnect, discusses her approach to hiring, onboarding, and managing great talent.

Jeff Beane talks about his experiences as fast-growth startups as well as large enterprises, and switching hats from Sales to Presales -- and back again.

Dave Russell, VP Solutions at Grafana Labs, discusses his playbook for being the first presales hire at a fast-growth startup and then building up a high performance team. He also discusses his strategy for managing a highly distributed team -- something he's done for years.

Shannon Holgate, Solutions Engineering at Oracle discusses how Oracle sources the next generation of presales leaders out of college, and also some surprising insights in regards to how presales should work when an enterprise like Oracle is moving down market and selling to smaller companies.

Vivun's Chief Data Scientist Joe Miller discusses how he's using data science to help presales leaders improve forecast accuracy, as well as identify patterns that help them assign the right presales team members to particular opportunities.

Leah McTiernan, VP Solutions Engineering at Docusign discusses her career path -- including an aborted foray into software development -- and her work at Docusign building W.I.S.E (Women in Solutions Engineering). She talks about why sales engineering is an incredible career for women, and how she uses her work to positively impact the business.

Presales Heroes interviews with leaders and incredible people in the presales and sales engineering fields. From Vivun. In this episode, Scott talks about his 32-year career at Hewlett-Packard Enterprises and the strategies he uses to manage a 600+ team. He also talks passionately about his program to identify and recruit brand new presales talent directly out of college -- and how he knows he's found the next superstar.