Presales Podcast by Presales Collective
Alle afleveringen
150 afleveringen, van nieuw naar oud
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104. How To Get Promoted w/Erin Baker
16 mei 2022 · 32 min
On the PreSales Podcast, James Kaikis and Erin Baker connect on the topic "How To Get Promoted". Erin, Director of Solutions Consulting at AlayaCare and PreSales Collective Ambassador, talks about her promotion journey from Client Success Associate to Solutions Engineer and now Director of Solutions Engineering. Erin has been promoted 4 times during her 4.5 years at AlayaCare so she will share what has worked for her, how she has stood out, and what advice she has for those looking to make that leap. Lees meer
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103. Connecting Product to Value with Better Storytelling w/Jonathan Friedman
9 mei 2022 · 32 min
On the PreSales Podcast, James Kaikis and Jonathan Friedman connect on "Connecting Product to Value with Better Storytelling." Jonathan, Co-Founder & CEO at Demostack, talks about how the changes in buyer behavior force organizations to take a new approach to selling. PreSales plays a crucial role in the revenue process in this new approach. Solutions Engineers need to connect product to value through storytelling early and often in the demo and sales process. Lees meer
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102. Career Confidence w/Katie Meloche
2 mei 2022 · 38 min
On the PreSales Podcast, James Kaikis and Katie Meloche connect on the topic "Career Confidence". Katie, Senior Strategic Value Advisor at Adobe, shares her personal experience and story of her career and how not to tie self-worth into career achievements. Katie is vulnerable and open as it relates to the impact of the demands of the PreSales professional. This is a great episode for anyone struggling with career confidence and finding their worth. Lees meer
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101. The Importance of Team Selling w/Rishi Kapoor
25 april 2022 · 37 min
On the PreSales Podcast, James Kaikis and Rishi Kapoor connect on the topic "The Importance of Team Selling". Rishi is a Consulting Lead Sales Engineer at Alteryx, and a PSC Ambassador, discusses what team selling is, why it is essential, and how, if done right, it unlocks a better customer experience. Lees meer
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100. Rearchitecting the Experience w/Courtney Flickwir
18 april 2022 · 26 min
On the PreSales Podcast, James Kaikis and Courtney Flickwir connect on the topic "Rearchitecting the Experience". Courtney, Member Experience Manager at PreSales Collective, talks about how we are improving our current PreSales Collective Member Experience. There are many ways to be involved and engaged in PreSales Collective, which can have both benefits and cause confusion. Our new Member Hub and redesigned website are all about a frictionless experience. Lees meer
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99. Spring World Tour w/Kevin Mefford
11 april 2022 · 27 min
On the PreSales Podcast, James Kaikis and Kevin Mefford connect on the topic "Spring World Tour". Kevin, Head of Community at PreSales Collective, talks about why PreSales Collective is building community and belonging in the face to face setting. The Spring World Tour is a 17 city event schedule for PreSales professionals to connect and network with their peers. Lees meer
Learn more about where we are going on our events schedule on www.presalescollective.com. Alternatively, all events are listed in our member hub or our https://lu.ma/psc/events
PSC Shop for World Tour T-Shirts: https://www.shop.presalescollective.com/
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98. Leveling Up the Demo w/Amin Ibrahim
4 april 2022 · 29 min
On the PreSales Podcast, James Kaikis and Amin Ibrahim connect on the topic "Leveling Up the Demo". Amin, Senior Director of Value and Solutions at Hootsuite & PSLC Council Member, talks about elevating the demo experience. Expectations of our prospects are changing so how do Solutions Consultants alter our demos to meet customers where they are. In this episode, James and Amin reference Donald Miller's "Creating a Story Brand" book and how things like emotional hoosk, heroes, and villians play a role in captivating audiences. Lees meer
Read Amin's article on the Pyramid of PreSales on the PreSales Collective blog: https://www.presalescollective.com/post/the-pyramid-of-presales
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97. Back on the Road w/Tom Banton
28 maart 2022 · 32 min
On the PreSales Podcast, James Kaikis and Tom Banton connect on the topic "Back on the Road". Tom, Global Vice President of Solutions Engineering at eightfold.ai & PreSales Collective Ambassador, shares his experience in face to face customer meetings. As we leave the remote-only world, there are new rules of the game for in person sales meetings. Tom shares his learnings and offers advice for those just starting face to face meetings. Lees meer
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96. Forging a Foundation for Success w/Ben Fleishman & Jenna Kienzle
21 maart 2022 · 29 min
On the PreSales Podcast, James Kaikis, Ben Fleishman, and Jenna Jienzle connect on the topic "Forging a Foundation for Success". Ben, Director of Solutions Engineering at Showpad and Jenna, Solutions Engineer at Showpad, dicuss the creation and success of their Associate SE program. Listen to Jenna's story from BDR to ASE to SE! Spoiler alert - Jenna just won SE of the Year. Lees meer
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95. Increasing Your Visibility w/Bonnie Alexander
14 maart 2022 · 33 min
On the PreSales Podcast, James Kaikis and Bonnie Alexander connect on the topic "Increasing Your Visibility". Bonnie, PreSales Manager, talks about the importance of building your brand internally and external. As PSC continues to discuss elevating the role of PreSales, Bonnie provides guidance to PreSales professionals to get the recognition they deserve! Lees meer
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94. Transition to Director of Sales w/Sheryl Stering
7 maart 2022 · 26 min
On the PreSales Podcast, James Kaikis and Sheryl Stering connect on the topic "Transition to Director of Sales". Sheryl, Director of Sales and National Accounts at Omnigo, discusses her move from Systems Engineering into Sales. Sheryl's background in PreSales is allowing her to approach sales with a different perspective, which is making an impact on her organization! Lees meer
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93. State of Products Demos w/Neil McLean
28 februari 2022 · 28 min
On the PreSales Podcast, James Kaikis and Neil McLean connect on the topic "State of Product Demos". Neil, Co-Founder and CEO at Navattic, reviews the results of the PreSales Collective & Navattic State of Product Demo survey. Buyer expectations are changing and standard sales led demos are still the most common way most prospects first engage with a product but prospects are looking for alternatives. Lees meer
See the report here: State of Product Demo Report
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92. A Story About Hyper-Growth w/Thomas Bieser
21 februari 2022 · 33 min
On the PreSales Podcast, James Kaikis and Thomas Bieser connect on the topic "A Story About Hyper-Growth". Thomas, VP of Global Solutions Consulting at Forter, talks about his experience as one of the first Solution Consultant at OKTA. Thomas shares his learning and perspective about Hyper-Growth as he saw OKTA grow from a 1 million to 1 billion dollar company. Lees meer
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91. Answer Intelligence w/Dr. Brian Glibkowski
14 februari 2022 · 30 min
On the PreSales Podcast, James Kaikis and Dr. Brian Glibkowski connect on the topic "Answer Intelligence". Dr. Glibkowski, Author of Raise your AQ, talks about how questions and answers are both important to PreSales. While we typically focus on questions, or objections, answers are just as important. To note, James is a co-author of the Sales AQ Chapter in Raise your AQ. Lees meer
Link to PreSales Collective blog article: https://www.presalescollective.com/post/steve-jobs-had-high-aq-and-so-can-you
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90. Sharpen the Saw w/Eli Neumann
7 februari 2022 · 33 min
This week on the PreSales Podcast, Eli Neumann joins James Kaikis to discuss "Sharpen the Saw". Eli, Vice President Worldwide Sales Engineers at Tenable and PSLC Council Member, talks about an iterative peer group competition that he runs with his PreSales organization. Each event highlights different PreSales skills and, ultimately, sharpens the skills of his Sales Engineering organization. Lees meer
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89. The Vision & Future of PreSales w/James Kaikis
31 januari 2022 · 6 min
This week on the PreSales Podcast, James makes a few bold predictions about the future of the PreSales profession. Also, PreSales Collective is focused on providing more opportunities to those who want to get more engaged: www.presalescollective.com/contribute Lees meer
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88. Building the Next Generation of PreSales Professionals through PreSales Academy w/James Kaikis
24 januari 2022 · 8 min
This week on the PreSales Podcast, James discusses how PreSales Academy is building the next generation of PreSales professionals. Too often companies want to hire Unicorns, Sales Engineers that are technical savvy, business savvy, AND have years of experience. In reality, this is near impossible to hire for, let alone someone in an entry level position. PreSales Academy is making PreSales more accessible for people who want to change their trajectory with a career in technology. Lees meer
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87. Fixing the Diversity Problems in PreSales w/James Kaikis
17 januari 2022 · 7 min
This week on the PreSales Podcast, James discusses fixing the diversity problems in PreSales. Sales Engineering is the best job that no one has ever heard of yet companies make it nearly impossible to break into the role. The profession will benefit immensely from increase diversity so we must all do our part to lead from the front. Lees meer
Resources:
2021 State of Diversity in PreSales Report
PreSales Academy
PreSales Collective WISE Program
PreSales Collective DEEI Program
Why does DEEI Matter Video Series
Webinar: Why Inclusivity Matters for Closing Business
Webinar: Driving Better Business Results Through Diversity & Inclusion
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86. The Shift in B2B Sales. Insert the PreSales Professional w/James Kaikis
10 januari 2022 · 11 min
This week on the PreSales Podcast, James highlights the shift in b2b sales and how the PreSales professional is more important than ever. According to LinkedIn's State of Sales in 2021 report, 65% of sellers always say that they put the buyers first but only 23% of buyers agree with that statement. Listen in on why James and PSC believe that PreSales Professionals are future of Sales. Lees meer
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85. From the Founders w/James Kaikis
3 januari 2022 · 8 min
This week on the PreSales Podcast, James reflects on PreSales Collective's accomplishments, the Power of Community, and the future of PreSales Collective, PreSales Leadership Collective, and PreSales Academy. Lees meer
PSC is focused on architecting a better member experience in 2022. Learn more about how that will happen in this podcast!
Executive Summit Sessions referenced:
We've Arrived. The Year of the PreSales Professional by James Kaikis
The Power of Community by Naz Irani & David Maloof -
84. Scaling the Right Way w/Wendy McHenry
27 december 2021 · 34 min
On the PreSales Podcast, James Kaikis and Wendy McHenry connect on the topic "Scaling the Right Way". Wendy, Senior Solutions Consulting Effectiveness Manager at Pegasystems and PSC WISE Council Member, talks about the core components of scaling a PreSales organization. As companies experience rapid growth, we sometimes experience frustration that the way we used to do things doesn't work anymore. The foundational aspects of scale are people, process, and technology. Lees meer
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83. Meet the PSC Team w/Kevin Mefford & Mattie Stremic
20 december 2021 · 31 min
On the PreSales Podcast, James Kaikis, Kevin Mefford, and Mattie Stremic connect on the topic "Meet the PSC Team". Kevin and Mattie are the first two employees for PreSales Collective. Kevin joined the team in July 2021 as the Head of Community and Mattie joined as our Head of PreSales Academy Programming in November 2021. These two incredible people are doing a great job at moving the PreSales profession forward. In this episode, the community will have the opportunity to learn more about Kevin and Mattie! Lees meer
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82. Promoting Women in Solutions Excellence (WISE) w/Julie Donaldson
13 december 2021 · 25 min
On the PreSales Podcast, James Kaikis and Julie Donaldson connect on the topic "Promoting Women in Solutions Excellence (WISE)". Julie, Director of Solution Engineering at Oracle and Chairwoman at PreSales Collective WISE Council, talks about her experience leading the PSC WISE council. Julie also discusses the council's favorite parts of 2021 and how they will use that momentum to elevate the program in 2022 and beyond. Lees meer
Learn more about PreSales Collective's WISE program:
www.presalescollective.com/wise -
81. Giving Back to the Local Community w/Rachel Tilghman
6 december 2021 · 31 min
On the PreSales Podcast, James Kaikis and Rachel Tilghman connect on the topic "Giving Back to the Local Community". Rachel, Senior Solutions Consultant at Sprinklr, talks about her experience building Community. Rachel is actively involved in both PreSales & non-PreSales related groups in the Austin community. Learn how to make a meaningful impact within the local community! Lees meer
www.presalescollective.com/contribute
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80. Hiring Non-Traditional Talent w/Brent Krempges
29 november 2021 · 34 min
On the PreSales Podcast, James Kaikis and Brent Krempges connect on the topic "Hiring Non-Traditional Talent". Brent, Vice President of Solutions Consulting at Gainsight, talks about his process of hiring non-traditional talent. Brett and his organization have successfully hired a handful of non-PreSales professionals into their Solutions Consulting team. What is his secret? Tune in to find out! Lees meer
Also, learn more about PreSales Academy: www.presalesacademy.com
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79. Global Expansion w/Greg Holmes
22 november 2021 · 32 min
On the PreSales Podcast, James Kaikis and Greg Holmes connect on the topic "Global Expansion". Greg, Regional Vice President of PreSales at Apptio, talks about Sales Engineering's impact around the globe. Greg highlights some of the projects that he is working on to bring awareness to the PreSales role and better support the global audience. Lees meer
Join PreSales Collective on Clubhouse: https://www.clubhouse.com/club/presales-collective
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78. Maximizing Your Impact on Your Team w/Chris Browne
15 november 2021 · 32 min
On the PreSales Podcast, James Kaikis and Chris Browne connect on the topic "Maximizing Your Impact on Your Team". Chris, Director of Solutions Consulting at Lattice, talks about the role of a manager and how creating a coaching culture is a key ingredient to employee and team success. Lees meer
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77. Journey from PreSales to Founder w/Tobias Dawes
8 november 2021 · 20 min
On the PreSales Podcast, James Kaikis and Tobias Dawes connect on the topic "Journey from PreSales to Founder". Tobias, Founder and CEO of Avnio, talks about the journey of a founder and how a PreSales foundation has been key to its success.
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76. The Great Resignation - Retaining PreSales Talent w/Tony Francetic
1 november 2021 · 34 min
On the PreSales Podcast, James Kaikis and Tony Francetic connect on the topic "The Great Resignation - Retaining PreSales Talent". Tony, Solutions Consultant Manager at Thomson Reuters, talks about the challenges PreSales leaders face in an employee market. PreSales jobs are all of the buzz right now. People are switching roles at an all time high as valuations are high and venture money is flowing. Tony provides a perspective to both hiring manager and Sales Engineers looking to make a career change. Lees meer
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75. Why We Created PreSales Academy w/Yuji Higashi
25 oktober 2021 · 22 min
On the PreSales Podcast, James Kaikis and Yuji Higashi connect on the topic "Why We Created PreSales Academy". Yuji, Co-Founder of PreSales Collective & PreSales Academy, talks about the genesis story of PreSales Academy and how the program is a Win-Win-Win for future Sales Engineers, Hiring Managers, and PreSales Collective. In this episode we will also discuss our curriculum and hiring partners. Lees meer
Learn more about PreSales Academy at www.presalesacademy.com
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74. Cultivating Change in Your PreSales Org w/Todd Janzen
18 oktober 2021 · 41 min
On the PreSales Podcast, James Kaikis and Todd Janzen connect on the topic "Cultivating Change in Your PreSales Org". Todd, Global Vice President Solution Engineering, Q Branch at Salesforce, talks about how PreSales Leaders need to start taking charge and implementing change. We can no longer stand around and wait for things to be handed to us. Because this role is looked at as a "do it all", sometimes we lose sight of what really matters: revenue. We're too busy digging this trench with our hands to fix the spark plugs in the excavator. Lees meer
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73. PreSales Operations w/Megan Lin Gibbons
11 oktober 2021 · 35 min
On the PreSales Podcast, James Kaikis and Megan Lin Gibbons connect on the topic "PreSales Operations". Megan, Head of Operations, Sales Engineering, talks about what the PreSales Operations role is and how it makes a positive impact on the business. Megan provides specifics on what the functions responsibilities are as well as how to measure the impact of operations. To continue the discussion, join our PreSales Collective Slack Channel #role_operations Lees meer
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72. The Importance of Executive Sponsorship w/Stephanie Kinser
4 oktober 2021 · 31 min
On the PreSales Podcast, James Kaikis and Stephanie Kinser connect on the topic "The Importance of Executive Sponsorship". Stephanie, Executive Vice President, Enterprise Solutions at Salesforce, talks about her experience with the Salesforce Women in Solutions Excellence (WISE) program and how executive sponsorship makes a tangible difference in the successes of Employee Resource Groups (ERG). Stephanie highlights ways to ensure your Executive Sponsor is working for you but also provides advice on how to maximize impact as an Executive Sponsor. Lees meer
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71. Constructing an Effective PreSales Team w/Ricardo Lupo
27 september 2021 · 38 min
On the PreSales Podcast, James Kaikis and Ricardo Lupo connect on the topic "Constructing an Effective PreSale Team". Ricardo, Head of Solutions Engineering at LogDNA, talks what he believes are the core components of an effective PreSales team. Ultimately, establishing a culture of feedback is crucial while we are in this remote- first culture. Lees meer
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70. Unlocking a High Growth Mindset w/Susan St. Ledger
20 september 2021 · 32 min
On the PreSales Podcast, James Kaikis and Susan St. Ledger connect on the topic "Unlocking a High Growth Mindset". Susan, President of Worldwide Field Operations at Okta, talks about why and how to embrace a growth mindset. Susan speaks to the influential leaders who helped her mold her mindset and why embracing change is a very important step in unlocking a high growth mindset. Lees meer
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69. World Class Value Organizations w/Anurag Goel
13 september 2021 · 32 min
On the PreSales Podcast, James Kaikis and Anurag Goel connect on the topic "World Class Value Organizations". Anurag, Global Head of Value Consulting and Realization at Red Hat, talks about what a Value Consultant is and how it is similar yet different from a Sales Engineer. Anurag also provides specifics into what a World Class Value Organization looks like and how it plugs into the Sales Cycle / Customer Life Cycle. Lees meer
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68. Leadership Development w/Rob Johnson
6 september 2021 · 28 min
On the PreSales Podcast, James Kaikis and Rob Johnson connect on the topic "Leadership Development". Rob, Vice President EMEA Solutions Engineering at Celonis, talks about showing up as our authentic self in Leadership and utilizing it to create a culture of trust. Rob uses a term inspiring uniqueness, which is about maximizing employees potential and impact. Lees meer
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67. Best Practices for Experimentation w/Shannon Trainor Stark
30 augustus 2021 · 35 min
On the PreSales Podcast, James Kaikis and Shannon Trainor Stark connect on the topic "Best Practices for Experimentation". Shannon, Managing Director, Solutions Consulting Google Marketing Platform, talks about how she has created a culture of experimentation throughout her career. Things such as creating a framework, highlighting successes and failures, and stressing the idea of innovation as part of a teams DNA is how you create a PreSales culture that is always improving and iterating. Lees meer
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66. Life After PreSales w/Dominic Dinardo
23 augustus 2021 · 35 min
On the PreSales Podcast, James Kaikis and Dominic Dinardo connect on the topic "Life After PreSales". Dominic, CEO and Co-Founder of Aforza, talks about how his roles in PreSales prepared him for roles in Sales, General Management, and now as a CEO. Dominic started writing code when he was 12 years old & eventually went on to study Computer Science before getting his first job with oil giant Shell as a Unix Systems Consultant. Now, many years later he leads an exciting Industry Cloud company, Aforza as their CEO. Lees meer
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65. Unconventional Path (to PreSales) w/Tristan Tao
16 augustus 2021 · 29 min
On the PreSales Podcast, James Kaikis and Tristan Tao connect on the topic "Unconventional Path (to PreSales)". Tristan, VP of Solutions at Iterable, talks about his winding career path from Software Engineer to CTO to Entrepreneur to PreSales professional. One of the most interesting aspects of the episode is how Tristan discusses the parallels between entrepreneurship and PreSales. Lees meer
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64. Establishing Trust w/Tia Hopkins
9 augustus 2021 · 30 min
On the PreSales Podcast, James Kaikis and Tia Hopkins connect on the topic "Establishing Trust". Tia, Title, Vice President of Cyber Risk Advisory and Solutions Architecture, talks about how and why establishing trust amongst internal and external stakeholders is critical for success. Lees meer
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63. The Power of a Positive Team w/Toby Penn
2 augustus 2021 · 32 min
On the PreSales Podcast, James Kaikis and Toby Penn connect on the topic "The Power of a Positive Team". Toby, VP of North American PreSales at Recorded Future, talks about the impact positivity has in the workplace. Positivity is a choice and can have have a real impact on a team's success. Lees meer
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62. The Rise of Intelligent Devices w/Patty Hager
26 juli 2021 · 36 min
On the PreSales Podcast, James Kaikis and Patty Hager connect on the topic "The Rise of Intelligent Devices". Patty, Senior Director of North American PreSales - Intelligent Device Group @ Lenovo, talks about her transition from Software to Hardware Sales Engineering. Hardware, or Intelligent Device, companies are starting to utilize a Solution Selling motion that mimics traditional software companies. Lees meer
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61. Customer Life Cycle: PreSales Impact w/David Ashworth
19 juli 2021 · 27 min
On the PreSales Podcast, James Kaikis and David Ashworth connect on the topic "Customer Life Cycle: PreSales Impact". David, VP of Delivery, Customer Succes and Growth at Provarity, talks about what the PreSales professionals role should and shouldn't be during the post sale customer experience. David has spent years in Sales Engineering work but is now leading post sale, where he is using his PreSales skills to ensure SEs have quality rules of engagement in the customer experience. Lees meer
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60. A Venture Capitalist's View [of PreSales] w/Doug Landis
12 juli 2021 · 37 min
On the PreSales Podcast, James Kaikis and Doug Landis connect on the topic "A Venture Capitlist's View of PreSales". Doug, Growth Partner at Emergence Capital, talks about his view regarding the importance of the PreSales professional in Go-To-Market Organizations. Sales Engineers are having their day in the sun and Doug explains why. Lees meer
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59. Level Up Your Ally Game w/Karen Catlin
5 juli 2021 · 34 min
On the PreSales Podcast, James Kaikis and Karen Catlin connect on the topic "Level Up Your Ally Game". Karen, an Advocate for Inclusive Workplaces, talks about why she started a company to promote being a better ally and how we as PreSales professionals can be more inclusive in the workplace. Lees meer
More information on Karen's newsletter and books can be found at betterallies.com
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58. Building Your Personal Brand w/Christine Ehrenberger Stegmeyer
28 juni 2021 · 31 min
On the PreSales Podcast, James Kaikis and Christine Ehrenberger Stegmeyer connect on the topic "Building Your Personal Brand". Christine, Vice President of Solutions Consulting Americas at ServiceNow, talks about how and why your personal brand is so important both internally and externally. Christine provides elements of a personal brand and a framework for Sales Engineers to do a Brand Audit. Lees meer
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57. Six-Month Check In w/Supriya Yerramilli
21 juni 2021 · 27 min
On the PreSales Podcast, James Kaikis and Supriya Yerramilli connect on the topic "Six-Month Check in: Life as a SE". Supriya, Sales Engineer at IT Glue, talks about her experience breaking into PreSales, getting hired as a Solutions Engineer, and ramping into the role. Supriya has hit the ground running and even won "SE of the Quarter" in her first ramped quarter. Lees meer
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56. Leading from the Front w/Lee Johnson
14 juni 2021 · 37 min
On the PreSales Podcast, James Kaikis and Lee Johnson connect on the topic "Leading from the Front". Lee, Solution Architecture & Sales Engineering Lead at Virtustream and Chairman of the PreSales Collective DEEI council, talks about Diversity Issues within PreSales. Lees meer
With the creation of our PreSales Collective Diversity, Equity, Equality, and Inclusion program, Lee and team are making the PreSales world a better place.
Books referenced:
Robert Livingston - The Conversation
James Clear - Autonomic Habits
Grant Cardone - The 10X rule
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55. The Process w/Pat McQueen
7 juni 2021 · 38 min
On the PreSales Podcast, James Kaikis and Pat McQueen connect on the topic "The Process". Pat, SVP of Operations and Sales Engineering at Copado, talks about his experience in hypergrowth as an early employee at Salesforce.com and Salesforce.org. Pat discusses how instituing frameworks allowed for increased speed and velocity within his PreSales teams. Lees meer