Presales Podcast by Presales Collective
Alle afleveringen
150 afleveringen, van nieuw naar oud
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Product & GTM Gold - Building Incredible Product Feedback Solutions w/Daniel Kish
28 augustus 2024 · 44 min
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. Lees meer
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.
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AI, Automation, and the Future of Sales Engineering w/Patty Hager
13 augustus 2024 · 39 min
Today, I'm speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Lees meer
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/
Patty Hager shared her upcoming volunteer experience with Bridge to Rwanda through Salesforce's unique 1-1-1 philanthropic model. This initiative dedicates 1% of the company's equity, products, and employees' time to global community support.
You can find the organization here: https://www.bridge2rwanda.org/
Conclusion: Looking Ahead
The integration of AI, continuous learning, and meaningful community involvement are crucial for the modern presales professional. By forecasting future job roles and staying ahead of industry trends, professionals can ensure their indispensable value to their organizations and clients.
Best Ways to Get Involved and Stay Connected
For more insights and to connect with Patty Hager, follow her on LinkedIn. Stay tuned for updates on her volunteer trip to Rwanda and join the PreSales Collective community for further engagement and learning opportunities.
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Working Relationships from Strained to Strong w/Matthew James
30 juli 2024 · 54 min
Today I speak with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy. Lees meer
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/
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Founder Stories: Demo Programs Meet Buyers Where They Are w/Evan Powell
16 juli 2024 · 46 min
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. Lees meer
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.
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Hiring: How to Build an Inclusive Bench w/Diana Cappello
2 juli 2024 · 44 min
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. Lees meer
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.
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Techie Turbo: Accelerating Personal Achievement through Comms Skills w/David Duffett
4 juni 2024 · 54 min
Welcome to the PreSales Podcast. It's your host and PSC GM, Chris Mabry. Lees meer
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.
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Founder Stories: Buyer Enablement with Demo Automation w/Akash Bansal
21 mei 2024 · 32 min
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. Lees meer
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.
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Coaching for PreSales Leaders w/Ross Rotherham
7 mei 2024 · 30 min
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. Lees meer
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/
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145. PreSales for Veterans w/Kai Tillman
23 april 2024 · 31 min
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. Lees meer
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.
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144. Enhancing Live Presentations w/Justin McDonald
9 april 2024 · 24 min
In this episode of the PreSales Podcast, Chris Mabry and Justin McDonald discuss Justin's journey from individual contributor to Founder and CEO. We discuss struggles, lessons learned along the way, and tools he developed as an SE that he still uses today as a CEO. Lees meer
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!
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143 Letter to the Community w/Chris Mabry
18 maart 2024 · 8 min
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. Lees meer
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
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142. Becoming a World-Class SC: Mentoring and Coaching Others (Part 6 of 6) w/Sidney Gomez
1 mei 2023 · 33 min
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. Lees meer
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
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141. Becoming a World-Class SC: Developing your External Network (Part 5 of 6) w/Ron Whitson
17 april 2023 · 26 min
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. Lees meer
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
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140. Becoming a World-Class SC: Maintaining a Learning Mindset (Part 4 of 6) w/Adam Lazzara
3 april 2023 · 31 min
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. Lees meer
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
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139. Becoming a World-Class SC: Gaining Visibility & Broadening Your Impact (Part 3 of 6) w/Maria Lat
20 maart 2023 · 31 min
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. Lees meer
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
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138. Becoming a World-Class SC: Building Meaningful Relationships (Part 2 of 6) w/ Brandi Anderson
6 maart 2023 · 35 min
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. Lees meer
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
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137. Becoming a World-Class SC: Pursuing Excellence (Part 1 of 6) w/ Munir Hussein
20 februari 2023 · 36 min
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. Lees meer
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
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136. Recapping the Year - Plan for 2023 Ahead w/James Kaikis
26 december 2022 · 6 min
This week on the PreSales Podcast, James spends a few minutes recapping 2022 and discussing PreSales Collective's strategy for 2023! Lees meer
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.
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135. CROs Perspective: Unlocking the Solutions Consultant w/Dini Mehta
19 december 2022 · 32 min
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. Lees meer
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134. State of Diversity Report 2023 w/Shawna James and Cindy Goodwin-Sak
12 december 2022 · 37 min
In 2021, the PreSales Collective released a State of Diversity report for the entire PreSales Lees meer
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.
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133. Lessons From My First Year in PreSales w/Emmanuel Fadojutimi
5 december 2022 · 36 min
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. Lees meer
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132. Why Mentorship Matters w/Gizelle Panton and Allison Macalik Tibbits
28 november 2022 · 40 min
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. Lees meer
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131. PreSales Performance - Metrics That Matter w/Jeff Stewart
21 november 2022 · 39 min
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. Lees meer
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130. Running PreSales like a Business w/Meghan Noel
14 november 2022 · 38 min
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. Lees meer
Referenced Presentation: https://goconsensus.com/demofest-video/scaling-your-presales-organization/
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129. Building a Solutions Academy w/Akanksha Sehgal
7 november 2022 · 29 min
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. Lees meer
Learn More about PreSales Academy: www.presalesacademy.com
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128. Closing Eight-Figure Deals w/Jamal Reimer
31 oktober 2022 · 32 min
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. Lees meer
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127. The Intriguing Similarities between Professional Athletes and Solutions Professionals w/Paul Harris
24 oktober 2022 · 32 min
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. Lees meer
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126. Meet the PreSales Academy Team with Winny Delcin and Nina Berger
17 oktober 2022 · 32 min
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. Lees meer
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125. Two Years & 125 Episodes Later: A Conversation with James Kaikis
10 oktober 2022 · 38 min
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. Lees meer
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124. How a Buyer Enablement Approach to Deal Review Improves Forecasting w/Garin Hess
3 oktober 2022 · 31 min
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, discusses 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. Lees meer
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123. The Six Demo Types (Audio - PSC Webinar)
1 oktober 2022 · 56 min
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? Lees meer
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
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123. The Six Demo Types (Video - PSC Webinar)
26 september 2022 · 56 min
** Early Release ** This week the PreSales Podcast is utilizing VIDEO! Lees meer
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
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122. Solutions Role in Champion Building w/Andrew Birnbaum
19 september 2022 · 36 min
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). Lees meer
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121. Democratizing Trust in Solutions Leadership w/Achint Sehgal
12 september 2022 · 31 min
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. Lees meer
Watch Achint's presentation on this topic at the 2021 PreSales Leadership Collective Executive Summit: https://www.youtube.com/watch?v=f_aRj0hyjuo
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120. Untapped Talent: The Education Exodus w/Curtis Barber & Jess Ashwood
5 september 2022 · 39 min
On the PreSales Podcast, James Kaikis and Mattie Stremic connect with Curtis Barber and Jess Ashwood to discuss "Untapped Talent: The Education Exodus." Lees meer
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
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119. Solutions Role in Pipeline Generation w/Paloma Garcia
29 augustus 2022 · 29 min
On the PreSales Podcast, James Kaikis and Paloma Garcia connect on "Solutions Role in Pipeline Generation". Paloma, Director of Solutions Consulting at ServiceNow, discusses her perspective on becoming a true partner to your customers and sales team by engaging in pipeline generation. Paloma believes that the best Solutions Consultants aid in sales by strategizing and executing different types of engagements in the sales process. Lees meer
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118. Investing in Future Solutions Leaders w/Tom Banton
22 augustus 2022 · 27 min
On the PreSales Podcast, James Kaikis and Tom Banton connect on "Investing in Future Solutions Leaders." Tom, Head of Leadership Enablement at PreSales Collective, discusses why the profession needs to be defining what GREAT Solutions Leadership looks like. Lees meer
For more information on Leader Elevate and all PreSales Collective Enablement programs, visit www.presalescollective.com/enablement.
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117. Stay Ready So You Don't Have To Get Ready w/Chris Craft
15 augustus 2022 · 33 min
On the PreSales Podcast, James Kaikis and Chris Craft connect on "Stay Ready So You Don't Have To Get Ready." Chris, Technology Leader at Docusign, discusses his perspective on being ready for change. Technology is always changing and it is easy to become complacent so Chris provides guidance on how to stay curious and engaged so that you are always ahead of the technology curve to better support your customers. Lees meer
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116. Building Community w/Shawna James
8 augustus 2022 · 29 min
On the PreSales Podcast, James Kaikis and Shawna James connect on "Building Community." Shawna, Community & Events Manager at PreSales Collective, talks about the importance of building belonging. Shawna hit the ground running when she joined the PreSales Collective in January 2021. After years of experience in Community Building, Shawna focused on building stronger ties through our various programs and the impact has been palpable. Shawna shares her story and why community matters to her. More importantly, she discusses how PSC will continue to aim to emphasize a sense of belonging while building out a world-class community. Lees meer
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115. SC Impact on Marketing w/Elena Hutchison
1 augustus 2022 · 34 min
On the PreSales Podcast, James Kaikis and Elena Hutchison connect on "SC Impact on Marketing." Elena, Executive Vice President of Strategy and Product Marketing at Medallia, talks about her career journey up from non-traditional PreSales talent to Solutions Consulting Leader and now Strategy and Product Marketing. During her time at Medallia, Elena and the SC's were introduced as a secret weapon to Analyst Relations and other Marketing functions. Listen to Elena discuss how your SC team can be at the center of influence both internally and externally. Lees meer
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114. Balancing Pre & Post Sales in the World of Start-Ups w/Shamil Turner
25 juli 2022 · 38 min
On the PreSales Podcast, James Kaikis and Shamil Turner connect on "Balancing Pre & Post Sales in the World of Start-Ups." Shamil, Manager of Enterprise Solutions Architects at Figma, talks about the reality of early-stage SCs that support both Pre & Post Sale. The reality is that one role is Pitching, and the other role is Painting. In organizations still looking for product-market fit, PreSales teams need to be audible ready and be that trusted advisor throughout the customer life cycle. Lees meer
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113. The 5 R's of Leadership w/Rich Kline
18 juli 2022 · 32 min
On the PreSales Podcast, James Kaikis and Rich Kline connect on the topic "The 5 R's of Leadership". Rich, Vice President of Solutions Engineering at OwnBackup, talks about the 5 R's of Leadership: Revenue, Recruiting, Retain, Ramp, and Relationship. The 5 R's are a way to think about what's most important and how PreSales Leaders see the bigger picture. For scaling PreSales organizations, having a framework helps with great alignment. Lees meer
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112. Business Discovery University w/Woody Evans
11 juli 2022 · 31 min
On the PreSales Podcast, James Kaikis and Woody Evans connect on the topic "Business Discovery University." Woody, Vice President, Global Presales at Delphix, discusses teaching and scaling business discovery within a PreSales Organization. Business Discovery University, or BDU, is a program Woody created to help Solutions Consultants improve the behavior that's hardest to learn, most valuable, and that needs the most practice: meta-cognition. Lees meer
Read More: https://www.presalescollective.com/content/business-discovery-university-for-presales
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111. Strategic Messaging w/Piet Saegeman
4 juli 2022 · 31 min
On the PreSales Podcast, James Kaikis and Piet Saegeman connect on the topic "Strategic Messaging". Piet, Messaging Strategist at Yamazoni, talks about how good messaging optimizes the buying journey and drives business results. The reality is that every organization has a messaging strategy, but few manage it well. PreSales professionals are often the go-between for Marketing's messaging approach and the reality of the messaging in the field by the Sales team. Lees meer
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110. Communicating Value Effectively w/Ash Davis
27 juni 2022 · 37 min
On the PreSales Podcast, James Kaikis and Ash Davis connect on "Communicating Value Effectively." Ash, Principal Practice Lead at Red Hat and PSC DEEI Council Member, talks about how Value is not about you or your product but the customer. To effectively communicate Value and establish trust, more listening than talking is required. Ash delivers so much Value around how Solutions Consultants can elevate how they deliver Value in their day-to-day. Lees meer
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109. Establishing Yourself as a New SE w/Alex & Felix Navarrete
20 juni 2022 · 35 min
On the PreSales Podcast, James Kaikis, Alex Navarrete, and Felix Navarrete connect on "Establishing Yourself as A New SE." Felix, Solutions Consultant at Gainsight and recent PreSales Academy graduate, and Alex, Sr. Sales Engineer at Slack, discuss Felix's recent transition to the PreSales profession. Making a career change can be daunting, so Felix provides his experience from his first few months in the role. Alex, a veteran in the profession, discusses how he has offered guidance to his brother but, more importantly, how SCs need to re-establish themselves year after year. Lees meer
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108. Customer Growth Organization w/Diana Cappello
13 juni 2022 · 33 min
On the PreSales Podcast, James Kaikis and Diana Cappello connect on the topic "Building a Customer Growth Org". Diana, Director of Solutions Engineering at Eightfold, discusses her experience building out a Customer Growth team at Clari. In this role, Solutions Engineers support the growth of existing customers only. This model is both interesting and important to the future of PreSales organizational structures. Hear Diana offer tactical advice on what and why a customer growth team and how she is going to implement the same structure in her new role at eightfold.ai. Lees meer
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107. The Disparity Between Technical Win and Business Win Rates w/Ajay Jay
6 juni 2022 · 38 min
On the PreSales Podcast, James Kaikis and Ajay Jay connect on "The Disparity between Technical Win and Business Win Rates." Ajay, Co-Founder and CEO, talks about his experience with the highly debated Technical Win. Ajay also provides a valuable framework for understanding Technical Win and its impact on organizations related to Sales 3.0. Lees meer
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106. Always be Learning w/Dola Akinduro
30 mei 2022 · 32 min
On the PreSales Podcast, James Kaikis and Dola Akinduro connect on the topic "Always Be Learning". Dola, Senior Manager of PreSales EMEA at Hubspot, talks about her perspective on the constant learning journey that all PreSales professionals are on. Dola provides tactical advice on change and both personal and professional growth. Lees meer
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105. Leveraging the Flywheel at Scale w/Scott Blacker
23 mei 2022 · 31 min
On the PreSales Podcast, James Kaikis and Scott Blacker connect on the topic "Leveraging the Flywheel at Scale". Scott, Global Head of Solutions Engineering at Atlassian, discusses Atlassian's go-to-market strategy as it relates to the flywheel. With the topic of Product-Led Growth on the rise, Scott breaks down what the flywheel effect is and how it impacts the Solutions Engineers role within the organization. Lees meer