Podcasts about technical sales

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

A deep-freeze dive into myCOOLMAN with the guy who keeps his cool for a living...Staying cool under pressure is both an art and a science. In this episode, Ben and Lauren sit down with myCOOLMAN's Technical Sales and Product Specialist, Charlie Graham, to unpack what makes this Aussie fridge manufacturer tick. Our gear gurus explore the brand's ground-up origins, tap into the Blue-Gen compressor technology, and discover the hidden features that set myCOOLMAN apart from the frosty competition. From efficiency and quality control processes to battery integration and secrets to reducing noise, tune in for the cold, hard truth on how local engineering expertise builds the best fridges for Australian adventures. Shortcuts:00:00 - Intro01:35 - Introducing Technical Sales and Product Specialist, Charlie Graham08:26 - Brands Beneath the myCOOLMAN Umbrella08:57 - The Origin of the myCOOLMAN Name11:47 - The Team Involved From the Ground Up14:44 - What Makes myCOOLMAN Different (and Better)?18:14 - The Blue-Gen Compressor26:35 - The Recreational Series29:17 - myCOOLMAN's Hidden Secrets and Features32:03 - Efficiency38:11 - Testing Standards and Quality Control40:18 - Insulation42:08 - Battery Power Packs47:35 - Example myCOOLMAN Setup49:43 - Reducing Noise53:00 - Troubleshooting: Service Agents, Spare Parts, and Warranties55:38 - The myCOOLMAN Aesthetic1:04:00 - What's in myCOOLMAN's Future?1:05:51 - Charlie's Final Notes1:09:48 - SummaryJoin the conversation over on our Facebook group:https://www.facebook.com/groups/snowysHead to snowys.com.au for all your gear needs:https://www.snowys.com.au

Send us a textBuckle up—automation is shifting into high gear! In Part 1 of our Automation mini-series, host Al Martin VP WW Technical Sales sits down with IBM insiders Sarah McAndrew (VP WW Automation, Technical Sales) and Vikram Murali (VP App Mod & IT Automation, Development) to decode the now and next of enterprise automation.

Send us a textBuckle up—automation is shifting into high gear! In Part 1 of our Automation mini-series, host Al Martin VP WW Technical Sales sits down with IBM insiders Sarah McAndrew (VP WW Automation, Technical Sales) and Vikram Murali (VP App Mod & IT Automation, Development) to decode the now and next of enterprise automation.

Explore the cutting edge of engine technology in this exclusive technical webinar:"Inside the Engine: Precision & Performance with BAM Roller Lifters and SRI Performance, Featuring Wilkins Racing Engines."Hosted by Brad Gillie from SiriusXM's Late Shift, this powerhouse discussion features:

Hidden Horsepower: Remembering Ed Pink In this special tribute episode of Hidden Horsepower, hosts Keith Jones, Director of Technical Sales for Total Seal Piston Rings, and Joe Castello welcome Frank Honsowetz, former President and General Manager of Ed Pink Racing Engines, to reflect on the extraordinary life and legacy of legendary engine builder Ed Pink. Honsowetz, who collaborated closely with Pink on the Infinity IRL Indy Car program in the late 1990s, shares intimate stories and insights into Pink's innovative genius, relentless pursuit of performance, and profound impact on motorsports. Titled Remembering Ed Pink, this episode celebrates the man whose engines powered champions and redefined racing, offering listeners a heartfelt look at his enduring influence through the eyes of those who knew him best.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

PENSE GRANDE, CONHEÇA O IBM STORAGE DIAMONDBACK S3.OS DESAFIOS DOS DATA CENTERS COORPORATIVOS EM UM CENÁRIO DE CRISE E OPORTUNIDADES | 2023- 2025

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

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Just in time for the bank holiday, Elliott is joined by Rob Sturgess, President at Verto People USA, a recruitment company specialising in the Engineering, Technical Sales and Architecture fields across North AmericaListen in as they go over navigating the American market as a UK company, establishing a physical presence for business expansion, the advantages of locating a business in Texas and much more!- - - - - - - - - - - - - - - - - - -The Search Podcast is proudly sponsored by Ascen, a modern back-office platform and employer of record for staffing agencies. Ascen's all-in-one platform is fully white-labelled and handles onboarding, payroll, invoicing, insurance, benefits, and optional embedded payroll funding.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

In this episode of The Pet Food Science Podcast Show, Dr. Ashley Wagner from Probiotech International takes us through the fascinating science behind reducing stress in pets with monoterpenes. She explains their natural origins, how they influence serotonin and cortisol levels, and their potential to ease stress-related behaviors in pets. Discover how cutting-edge nutritional solutions are redefining pet health. Tune in now to gain fresh insights into pet wellness—available on all major platforms!Click here to download the white paper now!"The proper use of natural monoterpenes in pet diets can provide long-term stress mitigation without the risks or side effects of synthetic drugs."Meet the guest: Dr. Ashley Wagner earned her Ph.D. in protein metabolism from the University of Kentucky and has over a decade of experience at Probiotech International, focusing on functional additives for animal nutrition. As Director of U.S. Business and Technical Sales, she emphasizes sustainable, natural solutions for stress mitigation in pets.What will you learn:(00:00) Highlight(01:27) Introduction(04:39) What are monoterpenes?(08:28) Pet stress solutions(11:54) Regulating serotonin in pets(14:37) Behavioral impact of stress(25:01) Product efficacy(28:11) Final QuestionsThe Pet Food Science Podcast Show is trusted and supported by innovative companies like:Probiotech* Trouw Nutrition* Kemin- EW Nutrition- ICC- Scoular- BioriginSymrise

Jeremy Jenson is the visionary Founder and CEO of Encore Search Partners, Houston's largest privately-held executive search firm. A recognized expert in The Entrepreneurial Operating System (EOS), Jeremy built Encore on a foundation of seven Core Values: Excellence, Resilience, Gratitude, Professionalism, Coachable, Meticulous, and Competitive. These principles have driven the company's success and earned it a reputation for delivering unmatched talent acquisition solutions. Founded in 2013, Encore Search Partners employs a data-driven, industry-focused approach to professional recruiting. By combining deep industry expertise, cutting-edge data analysis, and an aggressive outbound marketing strategy, the firm specializes in connecting clients with niche professional and technical talent. Encore serves industries such as Financial Services, Wealth Management, Law, Manufacturing, Energy, Chemicals, and Technical Sales, helping organizations nationwide secure top-tier professionals. Jeremy's commitment to leadership extends beyond Encore. He is an active member of the Entrepreneurs' Organization, a global network of over 17,000 entrepreneurs, and enjoys mentoring others in the art of scaling businesses. A proud father of three, Jeremy values spending quality time with his sons and friends in his free time. Under his guidance, Encore Search Partners continues to thrive as a minority-owned enterprise headquartered in Houston, Texas, serving clients across the nation. During the show we discussed: We Often Make Poor Hiring Decisions, But We Can Improve. Using Data Helps Hire Better And Keep Employees Longer. Head Hunters Are Better Than HR At Finding Top Talent. HR Should Hire In Some Cases, But Head Hunters Are Better In Others. Many Important Factors Are Often Overlooked In Hiring. We Focus Too Much On Past Experience When Hiring. Job Longevity Doesn't Always Mean Long-Term Retention With Your Company. Common Hiring Mistakes Often Include Ignoring Key Factors. Employee Pay Decisions Should Be Based On Data And Strategy. Your Team Should Join Co-Ops To Learn From Peers. Variable Compensation Helps Attract And Keep Top Talent. Joining Entrepreneurs' Organization (EO) Offers Networking And Growth. Vistage Can Help Your Team Members Grow Professionally. Decide If Your Company Should Operate Like A Family Or A Sports Team. Resources: https://encoresearch.com/

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Stop thinking about whether you should or shouldn't start your podcast cause today, Evgeniy Kharam shares practical tips to beat podcasting fears, master consistency, and create better listener engagement. Buckle up and learn actionable strategies to boost your confidence, eliminate filler words, and avoid the pitfalls of inconsistent publishing.   WHAT TO LISTEN FOR Practical strategies for overcoming podcast anxiety and fears Effective breathing techniques to calm nerves  How Evgeniy used an extreme sports podcast to conquer his fears  Why silence is powerful when replacing filler words  Real-life examples and impacts of inconsistent podcast publishing   RESOURCES/LINKS MENTIONED Toastmasters International   Want to sell more without sounding salesy? Architecting Success: The Art of Soft Skills in Technical Sales breaks down how soft skills can seriously boost your results. It's packed with real stories and solid research to help you connect and close like a pro. Grab the book or audiobook at https://www.softskillstech.ca/   ABOUT EVGENIY KHARAM Evgeniy Kharam is a renowned author, cybersecurity architect, advisor, and podcaster with over 25 years of experience collaborating with global consulting service companies. As the founder of his own cyber and media consulting services, Evgeniy provides deep industry knowledge to guide organizations through complex security landscapes. An awarded dad and avid outdoor enthusiast, he is also the author of the acclaimed book, Architecting Success: The Art of Soft Skills in Technical Sales. Evgeniy is a passionate advocate for the transformative power of soft skills in technology, highlighting how communication, empathy, adaptability, and collaboration are the true differentiators in a rapidly evolving field.   CONNECT WITH EVGENIY Website: Evgeniy Kharam Podcast: SoftSkillsTech | Cyber Inspiration | Security Architecture Podcast LinkedIn: Evgeniy Kharam YouTube: Evgeniy Kharam   CONNECT WITH US If you are interested in getting on our show, email us at team@growyourshow.com. Thinking about creating and growing your own podcast but not sure where to start? Click here and Schedule a call with Adam A. Adams! We also have free courses for you on everything you need to know about starting a great podcast! Check out our first six episodes through the links below!   Identify Your Avatar - Free Course 1/6 What To Do BEFORE You Launch Your Podcast - Free Course 2/6 How To Launch A TOP Show - Free Course 3/6 Best Marketing And Growth Strategies - Free Course 4/6 How To Monetize Your Podcast - Free Course 5/6  Top 22 Pitfalls On Starting Your Own Podcast - Free Course 6/6 Subscribe so you don't miss out on great content and if you love the show, leave an honest rating and review here!  QUOTES If you decide to release a podcast every week, few things will happen. You miss one week, then another week, suddenly the motivation starts hurting you. - Evgeniy Kharam  

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Sponsored by Harford County Living In this episode of Conversations with Rich Bennett, Evgeniy Kharam shares powerful insights on overcoming fear and mastering soft skills to succeed in sales—whether in cybersecurity, tech, or any industry. He breaks down how to turn fear into confidence, connect with clients, and win more deals by improving communication. If you want to sell more, present better, and build stronger relationships, this episode is a must-listen! Guest: Evgeniy Kharam Evgeniy Kharam is a renowned cybersecurity consultant, speaker, and author with extensive experience working with major enterprises across Canada, the U.S., and Europe. With a background in technical sales and security architecture, he has mastered the art of bridging complex technical expertise with effective communication and human connection. Evgeniy is the author of Architecting Success: The Art of Soft Skills in Technical Sales, where he shares strategies for simplifying technical concepts, improving sales skills, and building meaningful client relationships. He is also the host of the Cyber Inspiration podcast, where he explores the stories behind cybersecurity startups and innovations. Main Topics: ·         Overcoming Fear in Sales – How to shift fear into confidence and use it to your advantage ·         The Power of Soft Skills – Why communication and relationship-building matter more than eSend us a textBig Timing Comedy Presents Ryan Lina The Silliest Goose Comedy Special - Big Timing ComedyJoin us for a night of hilarity as Harford County's own Ryan Lina, films his first comedy special! After 8 years of delighting audiences in clubs and colleges, Ryan is bringing his unique brand of humor to the stage for an unforgettable night.Tickets are for access to the comedy show.&n Emily Adolph and Ona Crow are the co-creators of Nourish & Connect, an event designed to foster meaningful connections in a supportive and empowering environment. NOURISH & CONNECT – The Soul LiftSupport the showRate & Review on Apple Podcasts Follow the Conversations with Rich Bennett podcast on Social Media:Facebook – Conversations with Rich Bennett Facebook Group (Join the conversation) – Conversations with Rich Bennett podcast group | FacebookTwitter – Conversations with Rich Bennett Instagram – @conversationswithrichbennettTikTok – CWRB (@conversationsrichbennett) | TikTok Sponsors, Affiliates, and ways we pay the bills:Hosted on BuzzsproutRocketbookSquadCast Contests & Giveaways Subscribe by Email

Send us a textInnovating on Wall Street: Kristen McGarry on Data, AI, and Technical Sales

Send us a textInnovating on Wall Street: Kristen McGarry on Data, AI, and Technical Sales

"Join engine building legend and racer Mike Moran, alongside hosts Keith Jones, Director of Technical Sales at Total Seal, and Joe Castello, for Total Seal Hidden Horsepower—a must-watch YouTube series and podcast for performance enthusiasts. Dive deep into the world of high-performance engine building as Mike shares decades of hard-earned expertise. With Keith's technical mastery and Joe's engaging commentary, each episode uncovers the secrets to unlocking hidden horsepower, from piston ring technology to race-proven strategies. Whether you're a gearhead, racer, or engine builder, this show delivers the knowledge and inspiration to take your builds to the next level."

AIOps is revolutionizing IT operations, enabling businesses to manage infrastructure more efficiently than ever. In this episode, we explore how automation, AI, and machine learning are reshaping IT management—driving self-healing systems, autonomous operations, and proactive performance optimization. As organizations scale, ensuring resilience, minimizing downtime, and controlling costs are more critical than ever. Join us for a forward-looking discussion on the key trends fueling AIOps adoption and the strategies IT leaders can use to future-proof their operations. Expect actionable insights on leveraging AI-driven automation for smarter, more scalable, and cost-effective IT management. Speakers: Taruna Gandhi, Head of Product Marketing for OpsRamp, Hewlett Packard Cameron Bulanda, VP of Technical Sales and Centers of Excellence, Connection Show Notes: 00:00 Introduction to AI in Operations 03:11 The Importance of Observability 05:54 Breaking Down Silos with AIOps 09:10 Real-Life Examples of Self-Healing Systems 12:02 Proactive Management with AI Insights 14:51 Leveraging Anonymized Data for Better Insights 18:05 Future of AI in Operations Management 20:49 Driving Sustainability with AI 23:59 Choosing the Right Partner for AI Solutions

Evgeniy Kharam is a cybersecurity expert and the Vice President of Architecture at the Herjavec Group, with a career spanning from firewall deployment engineer to industry leader. Known for his resilience both personally and professionally, Evgeniy has navigated the evolving cybersecurity landscape with a unique, broad perspective, helping enterprises tackle complex challenges. He co-founded two influential podcasts and serves as a board advisor to the Canadian Cybersecurity Network. As a creative entrepreneur, Evgeniy also launched a cybersecurity-focused ski and snowboard conference, blending lifestyle with industry engagement. His book, The Art of Soft Skills in Technical Sales, emphasizes the importance of communication, empathy, and collaboration, teaching professionals how to connect effectively while combining technical expertise with human insight.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Check out the TIES Sales Showdown at www.tx.ag/TIES Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Send us a textLet's talk business leadership coaching with Kate Mayne, Director of Partner andDigital Technical Sales, IBM. For Kate coaching is a practice. Mission and values.How to map out your 2025 plan.02:13 Meet Kate Mayne08:16 Business Coaching16:00 Mission and Values22:41 Starting the New Year26:41 Define the Characteristics you Desire28:57 Mapping Out Your Plan40:35 How Do You Stay Present45:15 Coaching in Summary47:43 Rapid Fire50:53 The Self-help BookLinkedin: linkedin.com/in/katemayneWebsite: https://www.ibm.com/partnerplusCrucial Conversations book: https://cruciallearning.com/books/Want to be featured as a guest on Making Data Simple? Reach out to us at almartintalksdata@gmail.com and tell us why you should be next. The Making Data Simple Podcast is hosted by Al Martin, WW VP Technical Sales, IBM, where we explore trending technologies, business innovation, and leadership ... while keeping it simple & fun.#LeadershipCoaching #BusinessLeadership #MissionAndValues #2025Planning #ExecutiveCoaching #LeadershipDevelopment #CoachingTips #StayPresent #SelfHelpBooks #MakingDataSimple #KateMayne #IBMLeadership #BusinessInnovationWant to be featured as a guest on Making Data Simple? Reach out to us at almartintalksdata@gmail.com and tell us why you should be next. The Making Data Simple Podcast is hosted by Al Martin, WW VP Technical Sales, IBM, where we explore trending technologies, business innovation, and leadership ... while keeping it simple & fun.

Send us a textLet's talk business leadership coaching with Kate Mayne, Director of Partner andDigital Technical Sales, IBM. For Kate coaching is a practice. Mission and values.How to map out your 2025 plan.02:13 Meet Kate Mayne08:16 Business Coaching16:00 Mission and Values22:41 Starting the New Year26:41 Define the Characteristics you Desire28:57 Mapping Out Your Plan40:35 How Do You Stay Present45:15 Coaching in Summary47:43 Rapid Fire50:53 The Self-help BookLinkedin: linkedin.com/in/katemayneWebsite: https://www.ibm.com/partnerplusCrucial Conversations book: https://cruciallearning.com/books/Want to be featured as a guest on Making Data Simple? Reach out to us at almartintalksdata@gmail.com and tell us why you should be next. The Making Data Simple Podcast is hosted by Al Martin, WW VP Technical Sales, IBM, where we explore trending technologies, business innovation, and leadership ... while keeping it simple & fun.#LeadershipCoaching #BusinessLeadership #MissionAndValues #2025Planning #ExecutiveCoaching #LeadershipDevelopment #CoachingTips #StayPresent #SelfHelpBooks #MakingDataSimple #KateMayne #IBMLeadership #BusinessInnovationWant to be featured as a guest on Making Data Simple? Reach out to us at almartintalksdata@gmail.com and tell us why you should be next. The Making Data Simple Podcast is hosted by Al Martin, WW VP Technical Sales, IBM, where we explore trending technologies, business innovation, and leadership ... while keeping it simple & fun.

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Americas Commercial Transportation Research Associates and Freight Transportation Research Associates released December Class 8 orders, Kevin has the details and offers his insights. Kevin speaks with Tim Wullenweber, Vice President, Marketing and Technical Sales of Coolants Plus, Inc. AKA StarFire.com, about their products and outlook for 2025. Minutes of the Federal Reserve's December meeting, Kevin digs into the details. Oil reacts to U.S. sanctions on Russian oil exports and anticipation of Comsumer Price Index report today.

Americas Commercial Transportation Research Associates and Freight Transportation Research Associates released December Class 8 orders, Kevin has the details and offers his insights. Kevin speaks with Tim Wullenweber, Vice President, Marketing and Technical Sales of Coolants Plus, Inc. AKA StarFire.com, about their products and outlook for 2025. Minutes of the Federal Reserve's December meeting, Kevin digs into the details. Oil reacts to U.S. sanctions on Russian oil exports and anticipation of Comsumer Price Index report today.

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Interview with Evgeniy Kharam, who has worked with some of the largest enterprises across Canada, the U.S., and Europe, including time spent working alongside industry leaders like Robert Herjavec. As a cybersecurity consultant, he helped major companies tackle complex technical challenges, but along the way, he realized that success isn't just about technical know-how. To truly make an impact, you need to connect with people—whether they are customers, teammates, or executives.  In his book, The Art of Soft Skills in Technical Sales, Evgeniy shares these insights to help professionals combine technical expertise with human connection, making them more successful leaders and communicators. His web site is https://www.softskillstech.ca/

Keith Jones, Director of Technical Sales, answers the most common questions for Total Seal customers. What ring is right for my application? What should the end gap be set at? What cylinder finish do I need? What kind of oil should I use? Can you run gas ports with gapless rings? and more..

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.

Hello there!In this episode of The Poultry Nutrition Blackbelt Podcast, Kevin Matter, from BASF Animal Nutrition, discusses the essential role of vitamin A quality and consistency in poultry feed production. Kevin shares insights into the rigorous analytical processes that ensure vitamin A retains its efficacy throughout manufacturing. Tune in on all major platforms!"We employ high-quality analytical methods to ensure the consistency and effectiveness of vitamin A in poultry nutrition."Meet the guest: Kevin Eugene Matter is currently the Technical Sales & New Business Development Manager for Vitamins and Carotenoids for the U.S. & Canada at BASF Animal Nutrition. With over 20 years of industry experience, he has managed key accounts, specialized in feed additives, and optimized premix formulations. Kevin holds a Bachelor's degree in Agricultural Business from Stephen F. Austin State University and a Master's in Agriculture from Murray State University.What you'll learn:(00:00) Highlight(00:38) Introduction(01:08) Kevin's background(03:31) Feed additive operations(04:37) Vitamin A focus(06:14) Nutrient levels in feed(07:08) Analytical testing methods(08:12) Closing thoughtsThe Poultry Nutrition Blackbelt Podcast is trusted and supported by innovative companies like: BASF* Kerry- Anitox- Kemin

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!

Recorded LIVE from DCAC 2024, Kirk is joined by Carsten Schrick (Managing Director, Innio Jenbacher North America) & Thomas Seeber (Director, Global Accounts & Technical Sales) from INNIO For more about us: https://linktr.ee/overwatchmissioncritical

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!

In this episode, we dive deep into the transformative power of soft skills with cybersecurity expert and author Evgeniy Kharam. Evgeniy shares practical insights on the essential soft skills required for success in consulting, technical sales, and cybersecurity, including adaptability, empathy, and curiosity. We discuss how to translate complex technical ideas into business-friendly language, overcome the fear of public speaking, and maintain virtual presence in the fast-paced digital environment. Learn how to build stronger client relationships and become a more effective communicator in the cybersecurity industry. To check out Evgeniy's book, "Architecting Success: The Art of Soft Skills in Technical Sales: Connect to Sell More", head on over to Amazon (affiliate): https://amzn.to/47U94xR Disclaimer: Not advice. Educational purposes only. Not an endorsement for or against. Results not vetted. Views of the guests do not represent those of the host or show. Do your due diligence. Click here to join PodMatch (the "AirBNB" of Podcasting): https://www.joinpodmatch.com/drchrisloomdphd We couldn't do it without the support of our listeners. To help support the show: CashApp- https://cash.app/$drchrisloomdphd Venmo- https://account.venmo.com/u/Chris-Loo-4 Spotify- https://podcasters.spotify.com/pod/show/christopher-loo/support Buy Me a Coffee- https://www.buymeacoffee.com/chrisJx Click here to schedule a 1-on-1 private coaching call: https://www.drchrisloomdphd.com/book-online Click here to check out our e-courses and bookstore here: https://www.drchrisloomdphd.com/shop Click here to purchase my books on Amazon: https://amzn.to/2PaQn4p For audiobooks, visit: https://www.audible.com/author/Christopher-H-Loo-MD-PhD/B07WFKBG1F Follow our YouTube channel: https://www.youtube.com/chL1357 Follow us on Twitter: https://www.twitter.com/drchrisloomdphd Follow us on Instagram: https://www.instagram.com/thereal_drchrisloo Follow us on Threads: https://www.threads.net/@thereal_drchrisloo Follow us on TikTok: https://www.tiktok.com/@drchrisloomddphd Follow our Blog: https://www.drchrisloomdphd.com/blog Follow the podcast on Spotify: https://open.spotify.com/show/3NkM6US7cjsiAYTBjWGdx6?si=1da9d0a17be14d18 Subscribe to our Substack newsletter: https://substack.com/@drchrisloomdphd1 Subscribe to our Medium newsletter: https://medium.com/@drchrisloomdphd Subscribe to our email newsletter: ⁠https://financial-freedom-for-physicians.ck.page/b4622e816d⁠ Subscribe to our LinkedIn newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6992935013231071233 Thank you to our advertisers on Spotify. Financial Freedom for Physicians, Copyright 2024 --- Support this podcast: https://podcasters.spotify.com/pod/show/christopher-loo/support

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

Technical skills open doors, but are soft skills sealing the deal? In this episode, Evgeniy Kharam reveals how communication and connection lead to success in technical sales.    From vulnerability to voice control, Evgeniy shares how to connect with clients and sell more effectively in tech.   Evgeniy Kharam has authored “Architecting Success: The Art of Soft Skills and Technical Sales”, to teach the art of soft skills, and the importance of building connections through vulnerability.   Impactful Moments: 00:00 - Introduction 01:08 - Meet Evgeniy Kharam  02:21 - Ski & Snowboard Cybersecurity Conference 06:22 - Impact of Events and Community Building 10:19 - ‘Architecting Success' 10:36 - Sales Engineers' Evolving Role 25:58 - POCs and Soft Skills 28:01 - Your Voice: A Key Soft Skill 31:28 - Connect with Evgeniy   Links: Connect with our guest, Evgeniy Kharam: https://www.linkedin.com/in/ekharam/ Check out Evgeniy's Book, “Architecting Success: The Art of Soft Skills in Technical Sales: Connect to Sell More“ here: https://a.co/d/0xJSyew Check out our upcoming events: https://www.hackervalley.com/livestreams Join our creative mastermind and stand out as a cybersecurity professional: https://www.patreon.com/hackervalleystudio Love Hacker Valley Studio? Pick up some swag: https://store.hackervalley.com Continue the conversation by joining our Discord: https://hackervalley.com/discord Become a sponsor of the show to amplify your brand: https://hackervalley.com/work-with-us/  

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.