PreSales Podcast by PreSales Collective

Today's episode was recorded during Presales Collective's AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo Engineering at Eightfold. The discussion explores how AI is transforming the presales landscape, from creating demo environments to navigating AI buying committees and addressing hiring practices in tech. Diana shares insights from her 20-year journey in AI, offering valuable perspectives on maintaining customer trust while leveraging AI tools. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT / 11AM ET / 4PM GMT. Connect with Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Diana Capello: https://www.linkedin.com/in/dianacappello/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective newsletter: https://www.presalescollective.com/newsletter Book Recommendation, "AI Superpowers" by Kai-Fu Lee: https://www.goodreads.com/book/show/38242135-ai-superpowers  Presales Collective's YouTube channel: https://www.youtube.com/c/PreSalesCollective Presales AI Summit recordings, available on the PSC YouTube channel: https://www.youtube.com/@presalescollective7795  Timestamps 00:00 - Introduction 01:27 - Welcome Diana Cappello 04:10 - Maintaining customer trust while using AI 06:50 - Explaining how AI works to customers 11:45 - Navigating AI councils in enterprise sales 20:34 - AI in hiring processes 27:43 - Book recommendation 31:10 - Q&A  

In this episode, Jack Cochran (General Manager, Presales Collective) and guest co-host Allison Macalik dive into the topic of "Presales People in Disguise" with Alex Nation. They explore the journey into presales roles, the importance of effective discovery techniques, the power of silence in customer interactions, and the unique relationship between presales professionals and sales teams. Alex shares valuable insights from her career transition from retail to tech, highlighting key skills that have made her successful in the presales world. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Find us: Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Allison Macalik: https://www.linkedin.com/in/allisonmacalik/ Connect with Alex Nation: https://www.linkedin.com/in/alexandranation/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective newsletter: https://www.presalescollective.com/newsletter Timestamps 00:00 - Introduction 02:48 - Alex's background and journey into presales 08:59 - The importance of being a presenter pain point gatherer 10:40 - The power of effective discovery 14:24 - The art of silence in customer interactions 20:26 - Presales vs. Sales 26:20 - Advice to younger self 29:25 - How to find Alex Key Topics Covered Career Transitions into Presales Alex's journey from Nordstrom to tech Finding your strength as a "presenter pain point gatherer" The accidental path many take into presales roles Effective Discovery Techniques The importance of listening more than speaking How good discovery differentiates vendors Building trust with customers through purposeful questions The Power of Silence Using silence as a negotiation technique Training yourself to be comfortable with pauses Demonstrating confidence through patience Presales and Sales Dynamics Developing empathy for sales counterparts Understanding the complete customer lifecycle Working together for customer success Career Development The unique pressures and rewards of presales Developing flexibility and resilience Creating paths for women in presales  

In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack SiftHub: https://www.sifthub.io/  Timestamps 00:00 Welcome 03:34 Manisha's journey to founding SiftHub 08:12 SE to AE ratios in different organizations 13:10 The changing role of SEs in relationship building 15:06 Three main buckets of SE work and how AI can help 16:30 The evolution of tribal knowledge 20:40 SaaS proliferation and knowledge fragmentation 26:51 How SEs can leverage AI effectively 31:02 Using AI to analyze POCs and RFPs Key Topics Covered The Evolution of Tribal Knowledge From undocumented information to knowledge scattered across platforms How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more Leveraging recorded conversations to preserve context and insights SE Challenges and AI Solutions Managing repetitive questions from sales teams and product managers Handling documentation tasks and RFP responses Creating custom solutions across different industries and regions The Changing SE Role Shift from technical support to relationship building Evolving buyer journeys requiring deeper technical engagement Balancing solutioning, question-answering, and demo responsibilities Measuring AI Impact Time savings on RFP responses and repetitive questions Using freed-up time for strategic activities and better customer engagement Supporting more deals simultaneously with AI assistance AI as a Teammate Using AI to enhance rather than replace SE capabilities How AI can work 24/7 across global teams The future of visual and diagram-based AI assistance

In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Kalyan Ramkumar: https://www.linkedin.com/in/kalyan-ramkumar-679927151/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective Linkedin: https://www.linkedin.com/company/presalescollective Presales Collective newsletter: https://www.presalescollective.com/newsletter CompTIA Security+ Certification: https://www.comptia.org/certifications/security CompTIA Network+ Certification: https://www.comptia.org/certifications/network Timestamps 00:00 Introduction 03:15 Kal's Background 10:12 First Ever Demo 14:10 When did you know you're an SC 19:40 The Four Do's of Demos 23:35 Challenging the challenger 27:02 Building your personal brand 29:35 POC strategies  Key Topics Covered Breaking into Presales Starting as an SDR and transitioning to SE Getting hired without technical background Importance of work ethic and eagerness to learn Building Domain Expertise Value of security certifications (Security+ and Network+) Moving from scripted to fluid demos Building trust with technical customers Demo Framework: The Four Do's Conducting your own discovery Framing every click and feature Evaluating specific customer KPIs Challenging difficult stakeholders POC and Success Strategies Customizing POC length to customer needs Collaborating with account executives Building internal relationships Creating workshop sequences for implementation

In today's episode, Jack Cochran and Matthew James sit down with David Yockelson, Distinguished VP and Gartner Fellow, to discuss the evolution of value realization in tech sales. They explore how buyer behaviors have changed, the importance of understanding customer needs before leading with technology, and practical approaches for pre-sales professionals to shift towards value-based selling. To join the show live, follow the PreSales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts and Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with David Yockelson: https://www.linkedin.com/in/david-yockelson-452324/  Links and Resources Mentioned Join PreSales Collective Slack: https://www.presalescollective.com/slack PreSales Collective newsletter: https://www.presalescollective.com/newsletter Timestamps 00:00 Introduction 03:33 The current issues in tech 10:48 How to stop talking about your tech to focus on value 23:04 Understanding your customer's business 27:55 The place of demos on the website 31:15 Practical approaches to shifting to value   Key Topics Covered Changes in B2B Tech Buying Diversification of buying teams Shift from technical to business-focused decisions Evolution of the buying process Increased financial scrutiny on deals Value-Based Selling Approaches Understanding buyer personas and value drivers Moving beyond technical features Building and defending business cases Articulating value to different stakeholders Pre-Sales and Marketing Collaboration Alignment between product marketing and SEs Value modeling and demonstration strategies Website demo effectiveness Data collection and buyer insights Interactive Demonstrations Role of self-service demos Converting website visitors Collecting valuable user interaction data Creating warmer sales conversations Practical Implementation Leveraging SE expertise across the sales cycle Demonstrating impact on revenue Supporting customer success and adoption Documenting value contribution  

Show Notes In today's episode, Dean Shu (CEO & Co-founder, Arphie) joins Jack Cochran and Matthew James to discuss AI agents in PreSales and the evolution of the industry. They explore the changing landscape of PreSales leadership, practical applications of AI, and strategies for evaluating AI solutions. Thank you to Arphie for sponsoring this episode. Arphie is the leading AI-powered platform for automating RFPs and security questionnaires. Arphie empowers teams — from the Fortune 500 to high-growth startups — to save time, improve accuracy, and deliver results faster than ever by combining your prior responses and company context with the latest AI agent capabilities. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links and Resources Mentioned Join the Presales Collective Slack:https://presalescollective.com/slack Contact Dean Shu: dean@arphie.ai https://www.linkedin.com/in/dean-shu/  LE SSERAFIM, Crazy EP: https://open.spotify.com/album/538vEfAgLJ6g2I8ubuOlap?si=so9xz_qMQBatFqHMDTp5sw  Hidden Brain podcast episode with Brian Klass - https://open.spotify.com/episode/5MowfIBQdmQEIMYdDL3MYK?si=fff1b1731daa48ff  Timestamps  00:00 - Introduction 03:13 - What are you listening to 06:30 - Dean's background 09:20 - What's top of mind for presales leaders? 11:57 - How to make a presales tech purchase 20:13 - What are AI agents? 26:40 - How do you properly explore AI? 32:25 - Is AI going to replace people? 35:41 - Outro Key Topics Covered PreSales Leadership Evolution Elevating the sales engineering role Building stronger cross-functional partnerships Gaining executive-level presence Understanding AI in PreSales Different types of AI models and their applications AI agents vs. traditional AI tools Real-world implementation strategies Evaluating AI Solutions Key criteria for vendor selection Security considerations Proof of concept best practices  

In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top individual contributors to successful team leaders. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links Follow the Hosts & Guest Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Ron Whitson: https://www.linkedin.com/in/ronwhitsonse/ Links and Resources Mentioned PreSales Collective Slack: https://www.presalescollective.com/slack Ron's Book "A Friendly Human in Presales": https://a.co/d/gJIwWE7 She Means Biz Podcast:  https://open.spotify.com/show/3zx8BmZ9PrURuASJbAemDu?si=26772c8356854348 Talking Too Loud with Chris Savage Podcast:  https://open.spotify.com/show/21btwSaqoaF8SDxmwcLMIQ?si=37aa691ee80b4a0f  Timestamps 00:00 Welcome and Introductions   03:54 What are you Listening to?   07:23 Ron's Journey to PreSales Leadership   13:56 Transitioning from IC to Leader   16:12 Coaching vs. Telling 19:11 One Plus One is More than Two 21:17 Importance of One-To-Ones   26:02 Coaching your Team to be Different than You   31:15 Practice Humility Key Topics Covered 1. Leadership Transition Moving from individual contributor to leader Common challenges and mindset shifts IBM's leadership training program insights 2. Essential Leadership Qualities Empathy and humility in leadership Balancing directness with support Creating space for team growth Regular one-on-one communications 3. Effective Team Development Coaching approaches vs. direct instruction Building trust and relationships Removing roadblocks for team success Understanding personality types 4. Practicing Humility as a Leader Provide room for your team to take the spotlight Be open to different ways of doing things Listen more and speak less

In today's episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debates. The episode offers insights into career development opportunities beyond traditional paths and emphasizes the importance of community involvement in shaping the future of pre-sales. To join the show live, follow the PreSales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.   Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/    Links and Resources Mentioned Follow the PreSales Collective's LinkedIn Page: https://www.linkedin.com/company/presalescollective Join PreSales Collective Slack: https://www.presalescollective.com/slack  PreSales Collective newsletter: https://www.presalescollective.com/newsletter Simon Sinek's "A Bit of Optimism" podcast episode with Trevor Noah: https://simonsinek.com/podcast/episodes/trevor-noah-makes-my-brain-hurt/  Jack's YouTube video on microphone quality: https://youtu.be/B6nl64Sv7pw?si=wtOud1fS27ryqavI    Timestamps 00:00 - Welcome 01:26 - PSC Unlimited 02:34 - Show Kickoff 05:20 - Regional Community Leader Launch 12:24 - In-Person Leadership Conference Teaser 16:12 - Changes to PreSales LIVE & PreSales Podcast 18:02 - What Have You Been Listening To? 22:03 - Topics for 2025 28:16 - How to Get Involved in the PSC   Key Topics Covered 1. PreSales Collective Updates Launch of PreSales Live show New regional community leader program Upcoming leadership conferences (announcement pending) Slack community surpasses 16,000 members 2. Industry Trends for 2025 Presales influence within organizations Career paths and organizational changes Moving beyond demo-centric roles AI and automation in presales Team structure debates (pre/postsales integration) 3. Getting Involved Regional Community Leader opportunities Content creation and speaking opportunities Local chapter participation Blog writing and podcast guest appearances

As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast. Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each episode.  

Today on the PreSales Podcast we have an exciting announcement, we have the pleasure and opportunity to announce the next General Manager at PreSales Collective, Jack Cochran. We talk about this exciting new chapter for PreSales Collective, how we are expanding with a new PreSales Collective board of directors, the excitement of hitting the milestone of 50,000 members, and the community's future.  What I love most about Jack is that he is deeply rooted in this thing, he has experience running communities, content creation, like his podcasts, and a passion to drive the collective forward. We discussed Chris' proudest moments here, lessons learned over the past 17 months, and his transition into the board of directors.  Chris will still be extremely active in the community at large. This is a story between two humans, discussing our love and appreciation for this profession. I am thrilled to see this organization continue to help people worldwide, so let's jump right in with Jack.  Thank you so much for tuning in. I hope you enjoyed as much as I did.

Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. One of the standout points was Todd's focus on the statistic that 83% of B2B buyers engage in self-discovery before ever speaking to a sales representative. We also explore Todd's unique journey into pre-sales, starting from his early days in consulting to becoming a solution engineer at Salesforce. He shared insights on how he developed innovative approaches to enhance demo environments and improve the overall buyer experience, emphasizing the need for solution engineers to unlock their full potential throughout the customer journey. So, grab a seat and get ready, I hope you enjoy it as much as I did.

Sarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast.  Episode Takeaways:  Relationship of Product + PreSales (and beyond). The vital role PreSales plays in shaping product development and ensuring alignment with customer needs. What makes a good product...and what makes a great product? What differentiates good products from great ones: integrating PreSales feedback into product innovation. Feedback loop - how to fine-tune product features. Using PreSales insights to fine-tune product features, leading to more market-ready and successful launches. Customer-centric product and presales focus, how to build something that matters Product & PreSales are each other's best weapons to get great outcomes, but their primary drivers are often different. Sarah talks about her drive to build the best product to give the most value to as many people as possible at scale. Embracing the different drivers of PreSales and Product teams helps her forge more effective relationships between both departments to get the ultimate win. Sarah can be best reached at Sarah@reprise.com Thank you for tuning in!

Hello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry.  Today I'm speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast. We explore how to create content on Linkedin,  the future of solution consulting examining how this role is evolving in response to new challenges and technologies. We also discuss the importance of collaboration across departments and how AI is reshaping the pre-sales landscape. You can find Julia Lustig on LinkedIn: https://www.linkedin.com/in/julia-lustig/ Remember, these insights are not just theoretical; they are actionable strategies you can implement in your own work. Thanks for tuning in, at PreSales Collective we are all about connecting and learning and growing together. we look forward to seeing you next time!

Episode Title: The Power of Technical Mastery in PreSales with Dan Hellerman Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professionals. Dan shares his deep passion for technology and explains how a thorough understanding of the technical aspects of a product can be a game-changer in demo environments. From managing the complexities of SaaS environments to the critical role AI plays in shaping more effective demos, Dan dives into the nitty-gritty details that can make or break a PreSales experience. Key Topics Covered: The Balance Between Technical Depth and Sales Focus: Dan highlights the differing expectations between buyers, sellers, and solution engineers when it comes to technical details. While sellers often prioritize closing deals and driving revenue, buyers and SEs may be more focused on understanding the product's technical intricacies. Dan shares why it's important for PreSales professionals to bridge this gap and provide both perspectives. Why Technical Mastery is a "Superpower" for PreSales Professionals: Dan believes that those who take the time to deeply understand the products they are demoing—and even build demo environments from scratch—have a distinct advantage. This technical fluency allows them to address complex questions and instill confidence in buyers. Dan's Journey in Software Development and Entrepreneurship: With a background in designing and developing software, Dan reflects on his career leading up to co-founding Saleo. His hands-on experience gives him a unique perspective on how to approach technical demos and product storytelling. Navigating Buyer Skepticism in Demos: Drawing from his own experiences as a buyer, Dan explains how technical curiosity and detailed questioning often lead to skepticism in demo environments. He shares strategies on how to manage this and build trust with technically savvy buyers. The Role of AI in Optimizing Demo Environments: Dan also touches on how AI is transforming demo environments and helping PreSales teams streamline their processes, making demos more interactive, personalized, and effective. Quotes to Highlight: "Technical mastery is the superpower that sets PreSales apart—it's about telling the product's story in a way that resonates with both sellers and buyers." "In my experience, the most compelling demos are the ones where you can really get into the technical weeds and show not just what a product does, but how it does it." Guest Bio: Dan Hellerman is a co-founder of Saleo and a passionate technology enthusiast with a rich background in software development. He has a keen interest in solving complex technical problems and leveraging technology to drive business value. Links: Connect with Dan Hellerman on LinkedIn: Dan Hellerman LinkedIn

This episode delves into Ron Whitson's career journey as a presales professional, highlighting essential lessons learned along the way. While his technical skills initially secured my role, it was mastering human skills that truly accelerated his success.  Episode Takeaways Imposter syndrome never really goes away To excel as a presales professional, focus on human skills There's always something new to learn if you look for it Guidance on growing into leadership as a presales professional Closing Advice One of the best pieces of advice I received was from an IBM executive: “Run to the problem.” In presales, identifying issues and devising solutions proactively can set you apart. Connect with Ron: https://www.linkedin.com/in/ronwhitsonse/ Timeless Behaviors Book: https://timelessbehaviors.com/    

Liz Anderson directs the PreSales Collective Enablement programming, from PreSales Academy through leadership training, channeling her PreSales experience through to world-class programming and facilitation.  Liz has well over a decade of experience and PreSales from organizations, large and small, from Slack to startups. Episode Takeaways Presales enablement is essential to prioritize and needs a balance between technical and soft skills. Learning is best done with others both for practice and for accountability. You are responsible for your own growth; create a plan that includes improving on things you're already good at. You can connect with Liz Anderson here: https://www.linkedin.com/in/lizandersonpresales/ PreSales Enablement Programming: https://www.presalescollective.com/programs/live-courses For team training - please reach out!! Thank you for tuning in.  

Join Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forces tenure. Daniel emphasizes that effective product marketing requires collaboration beyond the marketing department, particularly with presales teams. He advocates for proactive outreach and communication councils to align messaging and strategy. The episode also delves into Conveyor's AI-driven tool for automating security reviews, reducing the administrative burden on sales engineers, and linking AI tools to CRMs for deeper insights and impact on revenue. Daniel encourages a curious, adaptable approach to career growth in product marketing and presales. Connect with him at daniel@conveyor.com or on LinkedIn to keep the conversation going.

Today, I'm speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more. Patty is passionate about inclusion in PreSales with her work as a council member of women in Solutions Excellence PSC and director of WISE at Salesforce, and a previous PSC Ambassador. I also share insight into my experience in this area. You can connect with Patty here: https://www.linkedin.com/in/pattyhager/ There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.

Today I spoke with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy. Cross-departmental relationships are not a choice in our profession, they are a part of everyday life - and I'd argue that they are one of the main reasons we exist We dive into his experience facing challenging relationships and let him share what he would have done differently. I also shared insight into my experience in this area - it was a fun conversation!  Nobody wants to take work home with them but sometimes it's less of a choice - Matthew and I talk about how to do this better. Matthew's LinkedIn: https://www.linkedin.com/in/matthewyoungjames/ If you tuned in, please share your favorite takeaway with me on LinkedIn: https://www.linkedin.com/in/pscgm/    

Today, I'm speaking with Evan Powell, Co-Founder of Reprise. We discuss market trends, where PreSales and Solutions folks can take advantage of the need in GTM today, and he shares his insights from designing enterprise solutions with what he refers to as a Demo Program. I love talking with Evan because he gets it. From D&D to his journey in Sales, he understands the challenges we face here in PreSales and loves the community. The title for todays episode is Founder Stories: Demo Programs meet buyers where they are w/Evan Powell We talk about: Buying in 2024 is different - we need to meet the prospect where they are Selling is a team sport - a Demo Program is necessary to enable your entire GTM team and help your buyer Trends in AI and Demo Automation One of my biggest takeaways is this: Now is the time to expand your influence. Executives are hungry for the information you have and the unique skills you bring to the table. Don't squander the chance. There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in. Thank you for joining me today on this epic adventure with Evan Powell You can find Evan on Linkedin: https://www.linkedin.com/in/evanwapowell/ Evan's email evan@reprise.com, And Reprise.com Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

Today, I'm speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - templates for SEs. The title for today's episode is Hiring: How to Build an Inclusive Bench We will dive into the important and sometimes sticky subject of building inclusive teams on purpose, focused on sourcing goals and Diana's unique approach to building incredibly successful teams. We talk about: Where to find great talent How to build teams for performance Where a little change can make a massive difference One of my biggest takeaways is to build a sourcing goal instead of a hiring one. Simply finding the right sources is key - and great talent is most likely already employed. You have to go the extra mile as a hiring manager to make it happen. You can find Diana on Linkedin: https://www.linkedin.com/in/dianacappello/ Templates 4 SCs: https://www.etsy.com/shop/Templates4SCs Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

Welcome to the PreSales Podcast. It's your host and PSC GM, Chris Mabry. Today, I have the privilege of speaking with David Duffett, a Telecom presales engineer who has transitioned into an award-winning speaker and coach. David is the mastermind behind “Let the Geek Speak” and has delivered numerous impactful keynotes to technical sales organizations. You might recall his engaging session at our Elevate and Engage summit, where he was the esteemed Keynote for the day. The title for today's episode is Techie Turbo: Accelerating Personal Achievement through Comms Skills. Today, we delve into David's 7 Power Presenting Protocols, a treasure trove of practical tips and strategies. His passion lies in helping us technical professionals create effective structures and frameworks for our presentations, enabling us to make a real impact. We talk about: Why Technical people are not always the best communicators How our ability to connect and engage affects our perceived value Where a little change can make a massive difference. David Duffett's LinkedIn: https://www.linkedin.com/in/davidduffett/ PreSales Collective Elevate and Engage Summit Keynote w/David Duffett: https://www.youtube.com/watch?v=p0JTDnNMG9Y There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and the adventure of entrepreneurship. We talk about product-led growth, the new mantra of buyer enablement, how buyers are changing, and how companies need to adapt to this trend. Akasha's story and his journey is incredible. One of my biggest takeaways is how we can show up every day to do consistent work, even boring work, with compassion for ourselves and everyone around us and have a little fun while we're doing it. You can find Akash here on LinkedIn. And, of course, on the Storylane website. Thank you so much for tuning in. I hope you enjoy it as much as I did.  

Welcome to the PreSales Podcast!  Your host and PSC GM, Chris Mabry, speaks with Ross Rotherham,  Leadership Coach, PreSales Leader, holistic medicine practitioner, and much more. The title for today's episode is Coaching for PreSales Leaders. We will dive into Ross's journey from holistic medicine to coaching, defining and differentiating mentoring and coaching. We unpack the different styles and uses of coaching and provide tips for Leaders to enhance their coaching using the concepts of Curious Communication: Conscious Listening, Effective Questioning, and Intentional Presence We barely scratch the surface on Ross's journey and how his craft can give us an incredible advantage in our business conversations and in life. I hope you enjoy it as much as I did and thank you for tuning in. You can reach Ross here on LinkedIn: https://www.linkedin.com/in/ross-rotherham-coach/  

In this episode of the PreSales Podcast, Chris Mabry speaks with Kai Tillman - Army Veteran, 5x published author, educator, and Senior Solutions Engineer at Atlassian. One of the biggest takeaways is this:  Veterans have a unique blend of skills and experiences that equip them to tackle complex challenges easily. They have GRIT and stay steady while faced with huge change, making them a perfect fit for the dynamic world of presales. We discuss Kai's unique journey, the significant challenges veterans face while transitioning into civilian work, and go deep into Kai's philosophy and experience. I hope you enjoy it as much as I did, and thank you for tuning in.

In this episode of the PreSales Podcast, Chris Mabry and Justin McDonald discuss Justin's past experience as an SE. What are things he struggled with, what are things he learned along the way, what are tools he developed as an SE that he still uses today as a CEO.  Explore the rising significance of live demos in SaaS sales world Discuss how a demo isn't just a “presentation” but a methodology/process you must go through to unpack and discover what the client needs. Explore strategies for maximum impact and best practices for engaging your audience.  Highlight the advantages that live demos have for Sales Engineers (SEs) to enhance customer engagement and conversion rates but also offer SEs to have a unique competitive and professional edge. Thank you for tuning in! - PSC  

In this Letter to the Community, I introduce myself to the PreSales community as the new General Manager, giving insight into my backstory as a Solution Consultant and the journey to leading and managing teams.  I unpack what I love most about my career and the PreSales Collective: People. The human story of growth, friendship, and potential is what drives me.  At PreSales Collective, we believe the investment in three pillars leads to  Personal and Professional Development.  Thought Leadership Content. Meaningful Connections. If you are investing in professional and personal development, consuming high-quality/thought leadership content in your space, and making meaningful connections - You are operating at a higher potential than if you are not.  Period. Tune-in and Connect! 143 Letter to the Community w/Chris Mabry

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we'll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional' framework was developed by Yuji Higashi as part of the PreSales Foundations program.   142. Becoming a World-Class SC: Mentoring and Coaching Others (Part 6 of 6) w/Sidney Gomez   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we'll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional' framework was developed by Yuji Higashi as part of the PreSales Foundations program.   141. Becoming a World-Class SC: Developing your External Network (Part 5 of 6) w/Ron Whitson   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we'll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional' framework was developed by Yuji Higashi as part of the PreSales Foundations program.   140. Becoming a World-Class SC: Maintaining a Learning Mindset (Part 4 of 6) w/Adam Lazzara   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we'll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional' framework was developed by Yuji Higashi as part of the PreSales Foundations program.   Episode 139. Becoming a World-Class SC: Gaining Visibility & Broadening Your Impact (Part 3 of 6) w/Maria Lat   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we'll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional' framework was developed by Yuji Higashi as part of the PreSales Foundations program.   Episode 138: Building Meaningful Relationships (Part 2 of 6) w/ Brandi Anderson.   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we'll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional' framework was developed by Yuji Higashi as part of the PreSales Foundations program.   Episode 137: Becoming a World-Class SC: Pursuing Excellence (Part 1 of 6) w/ Munir Hussein.   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This week on the PreSales Podcast, James spends a few minutes recapping 2022 and discussing PreSales Collective's strategy for 2023! Don't worry, the PSC Podcast isn't going anywhere, but it is changing to bi-weekly and has some exciting format changes! The data tells us that people listen to every single episode every week so please use this chance to catch up on the episodes you've missed.

On the PreSales Podcast, James Kaikis and Dini Mehta connect on "CROs Perspective: Unlocking the Solutions Consultant." Dini, Former Chief Revenue Officer at Lattice and Part Time Operator at Operator Collective, discusses how and why she believes Solutions Consulting is a strategic component of the Go-To-Market organization. Dini shares her strategy to scale Solutions and use the role as a conduit to other parts of the organization.

In 2021, the PreSales Collective released a State of Diversity report for the entire PreSales community. This report, with research supported by the Sales Talent Agency, benchmarked diversity metrics in our industry so that we could more fully understand the gender and ethnic makeup of the profession. We committed to putting out a report every year so that we could use the data over time to track trends and most importantly, focus on engagement with diversity, equity, and inclusion (DE&I) efforts field-wide. So, where is this year's report? Join Cindy Goodwin-Sak, VP of Global Sales Engineering at Anomoli and Shawna James, Sr. Manager of Community at PreSales Collective, to discuss their plans to work on a much larger, more comprehensive survey with PhD researchers and PreSales executives who are focused on the qualified advancement of DE&I programs and initiatives across our industry. Want to be a part of a history making report? Fill out the State of Diversity survey here: https://www.surveymonkey.com/r/G6WTZ65 All answers are completely anonymous and data is held privately. This report will help us play our part and we are grateful for your participation.

On the PreSales Podcast, Mattie and Emmanuel Fadajutimi connect on "Lessons From My First Year in PreSales" Emmanuel, Solutions Engineer at Hubspot, talks about the realities of what's like to be an early-career SC, lessons he's learned over the past year, and what it means to have a learner mindset regardless of where you are in your career.

On the PreSales Podcast, Mattie Stremic connects with Allison Macalik and Gizelle Panton to discuss why “Mentorship Matters." Allison Macalik, Lead Solutions Engineer and Team Lead at Salesforce, and Gizelle Panton, Solutions Engineer at LinkedIn, share about their mentorship relationship, how to successfully mentor, and the importance of mentorship in career development. Gizelle and Allison were paired when Gizelle enrolled in the PreSales Foundations enablement course and have stayed connected ever since.  Learn more about how to approach mentorship and why it makes all the difference in your personal and professional growth. 

On the PreSales Podcast, James Kaikis and Jeff Stewart connect on "PreSales Performance – Metrics That Matter." Jeff, Field CTO and Vice President, Global Solutions Engineering at SolarWinds, talks about what the PreSales Metrics are that truly highlight the impact of Solutions on the business. Jeff highlights how he looks at Team and Individual Performance as well as Sales Performance, Productivity and Efficiency, and Business Impact with Data. Additionally, James and Jeff have a philosophical conversation regarding the future of measuring Solutions Data.

On the PreSales Podcast, James Kaikis and Meghan Noel connect on "Running PreSales like a Business." Meghan, Global Vice President of PreSales at Amplitude, talks about the critical business drivers to ensure your Solutions team is elevated within your organization. Meghan shares why ensuring our profession is viewed as true revenue drivers is more important than ever. Referenced Presentation: https://goconsensus.com/demofest-video/scaling-your-presales-organization/

On the PreSales Podcast, Mattie Stremic and Akanksha Sehgal connect on "Building a Solutions Academy." Akanksha, Director of Global Solution Engineering at VMware, discusses the importance of entry-level or academy programs and provides tactical advice on how to build an academy program. Learn More about PreSales Academy: www.presalesacademy.com 

On the PreSales Podcast, James Kaikis and Jamel Reimer connect on "Closing Eight-Figure Deals." Jamal, Author of Mega Deal Secrets and Founder of the Enterprise Sellers Community, talks about his experience closing multiple $50,000,000+ deals. Jamal, a former Account Executive and Sales Leader turned Community Leader, has the unique expertise in closing deals that a tiny percentage of sellers have ever closed. Jamal shares best practices for navigating big organizations' complexities and how it takes entire teams to close the biggest deals.

On the PreSales Podcast, James Kaikis and Paul Harris connect on "The Intriguing Similarities between Professional Athletes and Solutions Professionals." Paul, Principal Solution Architect at Loftware & PreSales Collective Ambassador, talks about how PreSales onboarding and development should be treated like top athletes. Paul discusses that development is a two-way street between player and coach, with a focus on continuous development and seeking the extra margin. 

On the PreSales Podcast, Mattie Stremic hosts Winny Delcin and Nina Berger on the topic of “Meet the PreSales Academy Team.” Winny, Training Program Manager, and Nina, Career Services Manager, are two of the newest members of the PreSales Collective team and are heavily involved in the day-to-day of PreSales Academy. In this episode, we learn more about Winny and Nina, their backgrounds, why they love PSA, and how to get more involved in helping the next generation of Solutions professionals.

On the PreSales Podcast, Mattie Stremic connects with James Kaikis to discuss “Two Years & 125 Episodes Later”. The podcast has experienced incredible success over the last several years with almost 167,000 listens, an immense amount of topics, and guests from all around the world. For this episode, Mattie asked James to discuss the history of this podcast, how elevated voices to the profession, and the lessons he's learned over the years.

On the PreSales Podcast, James Kaikis and Garin Hess connect on "How a Buyer Enablement Approach to Deal Review Improves Forecasting." Garin, Author of Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle and CEO/Founder of Consensus, discuses how sales teams need to make buying easier by equipping champions to sell within their organization. Garin also provides stories and very tactical advice to deal review that will better forecasting within an organization. 

Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey? ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it. J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

** Early Release ** This week the PreSales Podcast is utilizing VIDEO! ​Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?​ ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. ​In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it.​ J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

On the PreSales Podcast, James Kaikis and Andrew Birnbaum connect on "PreSales Role in Champion Building." Andrew, Vice President of Solutions Engineering at Celonis, talks about how Solutions teams can play a bigger role in the sales cycle by building Champions. Champion building is no longer just the responsibility of sales executives exclusively as buyers, enterprises, and products are more sophisticated than ever. The Solutions Consultant,  serving as a trusted advisor, can help cultivate champions to accelerate deal velocity and drive ACV (Annual Contract Value).

On the PreSales Podcast, James Kaikis and Achint Sehgal connect on "Democratizing Trust in Solutions Leadership." Achint, Director of Solutions Engineering at OneTrust, talks about the importance of Trust in Sales and, especially, Solutions Consulting. Achint provides very tactical ways for leaders and organizations to make trust more than just a buzzword and a concrete part of your team's DNA.Watch Achint's presentation on this topic at the 2021 PreSales Leadership Collective Executive Summit: https://www.youtube.com/watch?v=f_aRj0hyjuo

On the PreSales Podcast, James Kaikis and Mattie Stremic connect with Curtis Barber and Jess Ashwood to discuss "Untapped Talent: The Education Exodus." Curtis, Associate Solutions Engineer at SOCi, and Jess, Solution Expert at UKG, share their journey's from Teachers to Solutions Consulting. Curtis and Jess graduated from the PreSales Academy and have immediately made an impact in their current roles. Learn more about how and why Teachers make amazing SCs. Learn more about how you Change Your Career Trajectory at www.presalesacademy.com