Stay ConnectedPreSales Podcast by PreSales Collective is a podcast dedicated to growing the Sales Engineering and Solution Consulting community. We aim to provide PreSales professionals with the resources, knowledge, network, and mentorship to develop long, impactful careers
On the PreSales Podcast, you’ll hear from global PreSales Leaders, top individual contributors, industry experts, trainers, and even companies who have developed products for our profession.
Copyright: © PreSalesCollective
Sarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast.
Episode Takeaways:
Relationship of Product + PreSales (and beyond).
The vital role PreSales plays in shaping product development and ensuring alignment with customer needs.
What makes a good product...and what makes a great product?
What differentiates good products from great ones: integrating PreSales feedback into product innovation.
Feedback loop - how to fine-tune product features.
Using PreSales insights to fine-tune product features, leading to more market-ready and successful launches.
Customer-centric product and presales focus, how to build something that matters
Product & PreSales are each other's best weapons to get great outcomes, but their primary drivers are often different. Sarah talks about her drive to build the best product to give the most value to as many people as possible at scale. Embracing the different drivers of PreSales and Product teams helps her forge more effective relationships between both departments to get the ultimate win.
Sarah can be best reached at Sarah@reprise.com
Thank you for tuning in!
Hello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry.
Today I’m speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast.
We explore how to create content on Linkedin, the future of solution consulting examining how this role is evolving in response to new challenges and technologies. We also discuss the importance of collaboration across departments and how AI is reshaping the pre-sales landscape.
You can find Julia Lustig on LinkedIn: https://www.linkedin.com/in/julia-lustig/
Remember, these insights are not just theoretical; they are actionable strategies you can implement in your own work.
Thanks for tuning in, at PreSales Collective we are all about connecting and learning and growing together. we look forward to seeing you next time!
Episode Title: The Power of Technical Mastery in PreSales with Dan Hellerman
Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo
Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professionals. Dan shares his deep passion for technology and explains how a thorough understanding of the technical aspects of a product can be a game-changer in demo environments. From managing the complexities of SaaS environments to the critical role AI plays in shaping more effective demos, Dan dives into the nitty-gritty details that can make or break a PreSales experience.
Key Topics Covered:
The Balance Between Technical Depth and Sales Focus: Dan highlights the differing expectations between buyers, sellers, and solution engineers when it comes to technical details. While sellers often prioritize closing deals and driving revenue, buyers and SEs may be more focused on understanding the product's technical intricacies. Dan shares why it’s important for PreSales professionals to bridge this gap and provide both perspectives.
Why Technical Mastery is a "Superpower" for PreSales Professionals: Dan believes that those who take the time to deeply understand the products they are demoing—and even build demo environments from scratch—have a distinct advantage. This technical fluency allows them to address complex questions and instill confidence in buyers.
Dan's Journey in Software Development and Entrepreneurship: With a background in designing and developing software, Dan reflects on his career leading up to co-founding Saleo. His hands-on experience gives him a unique perspective on how to approach technical demos and product storytelling.
Navigating Buyer Skepticism in Demos: Drawing from his own experiences as a buyer, Dan explains how technical curiosity and detailed questioning often lead to skepticism in demo environments. He shares strategies on how to manage this and build trust with technically savvy buyers.
The Role of AI in Optimizing Demo Environments: Dan also touches on how AI is transforming demo environments and helping PreSales teams streamline their processes, making demos more interactive, personalized, and effective.
Quotes to Highlight:
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:
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 TakeawaysImposter 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
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 TakeawaysPresales enablement is essential to prioritize and needs a balance between technical and soft skills.
Learning is best done with others both for practice and for accountability.
You are responsible for your own growth; create a plan that includes improving on things you’re already good at.
You can connect with Liz Anderson here: https://www.linkedin.com/in/lizandersonpresales/
PreSales Enablement Programming: https://www.presalescollective.com/programs/live-courses
For team training - please reach out!!
Thank you for tuning in.
Join Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forces tenure.
Daniel emphasizes that effective product marketing requires collaboration beyond the marketing department, particularly with presales teams. He advocates for proactive outreach and communication councils to align messaging and strategy.
The episode also delves into Conveyor's AI-driven tool for automating security reviews, reducing the administrative burden on sales engineers, and linking AI tools to CRMs for deeper insights and impact on revenue.
Daniel encourages a curious, adaptable approach to career growth in product marketing and presales. Connect with him at daniel@conveyor.com or on LinkedIn to keep the conversation going.
Today, I’m speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce,
Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more.
Patty is passionate about inclusion in PreSales with her work as a council member of Women in Solutions Excellence PSC and director of WISE at Salesforce, and a previous PSC Ambassador.
I also share insight into my experience in this area.
You can connect with Patty here: https://www.linkedin.com/in/pattyhager/
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 AheadThe 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 ConnectedFor 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.
Today I speak with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy.
Cross-departmental relationships are not a choice in our profession, they are a part of everyday life - and I’d argue that they are one of the main reasons we exist
We dive into his experience facing challenging relationships and let him share what he would have done differently.
I also shared insight into my experience in this area - it was a fun conversation!
Nobody wants to take work home with them but sometimes it’s less of a choice - Matthew and I talk about how to do this better.
Matthew's LinkedIn: https://www.linkedin.com/in/matthewyoungjames/
If you tuned in, please share your favorite takeaway with me on LinkedIn: https://www.linkedin.com/in/pscgm/
Today, I’m speaking with Evan Powell, Co-Founder of Reprise. We discuss market trends, where PreSales and Solutions folks can take advantage of the need in GTM today, and he shares his insights from designing enterprise solutions with what he refers to as a Demo Program.
I love talking with Evan because he gets it. From D&D to his journey in Sales, he understands the challenges we face here in PreSales and loves the community.
The title for todays episode is Founder Stories: Demo Programs meet buyers where they are w/Evan Powell
We talk about:
One of my biggest takeaways is this: Now is the time to expand your influence. Executives are hungry for the information you have and the unique skills you bring to the table. Don’t squander the chance.
There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.
Thank you for joining me today on this epic adventure with Evan Powell
You can find Evan on Linkedin: https://www.linkedin.com/in/evanwapowell/
Evan's email evan@reprise.com,
And Reprise.com
Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.
Today, I’m speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - templates for SEs.
The title for today's episode is Hiring: How to Build an Inclusive Bench
We will dive into the important and sometimes sticky subject of building inclusive teams on purpose, focused on sourcing goals and Diana’s unique approach to building incredibly successful teams.
We talk about:
One of my biggest takeaways is to build a sourcing goal instead of a hiring one. Simply finding the right sources is key - and great talent is most likely already employed. You have to go the extra mile as a hiring manager to make it happen.
You can find Diana on Linkedin: https://www.linkedin.com/in/dianacappello/
Templates 4 SCs: https://www.etsy.com/shop/Templates4SCs
Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.
Welcome to the PreSales Podcast. It’s your host and PSC GM, Chris Mabry.
Today, I have the privilege of speaking with David Duffett, a Telecom presales engineer who has transitioned into an award-winning speaker and coach. David is the mastermind behind “Let the Geek Speak” and has delivered numerous impactful keynotes to technical sales organizations. You might recall his engaging session at our Elevate and Engage summit, where he was the esteemed Keynote for the day.
The title for today's episode is Techie Turbo: Accelerating Personal Achievement through Comms Skills.
Today, we delve into David’s 7 Power Presenting Protocols, a treasure trove of practical tips and strategies. His passion lies in helping us technical professionals create effective structures and frameworks for our presentations, enabling us to make a real impact.
We talk about:
David Duffett's LinkedIn: https://www.linkedin.com/in/davidduffett/
PreSales Collective Elevate and Engage Summit Keynote w/David Duffett: https://www.youtube.com/watch?v=p0JTDnNMG9Y
There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.
Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane.
The title for today's episode is Founder Stories Buyer Enablement with Demo Automation
We dive into Akash's journey from his move to America, his experience as a solution engineer, and the adventure of entrepreneurship. We talk about product-led growth, the new mantra of buyer enablement, how buyers are changing, and how companies need to adapt to this trend.
Akasha's story and his journey is incredible.
One of my biggest takeaways is how we can show up every day to do consistent work, even boring work, with compassion for ourselves and everyone around us and have a little fun while we're doing it.
You can find Akash here on LinkedIn.
And, of course, on the Storylane website.
Thank you so much for tuning in. I hope you enjoy it as much as I did.
Welcome to the PreSales Podcast! Your host and PSC GM, Chris Mabry, speaks with Ross Rotherham, Leadership Coach, PreSales Leader, holistic medicine practitioner, and much more.
The title for today's episode is Coaching for PreSales Leaders.
We will dive into Ross’s journey from holistic medicine to coaching, defining and differentiating mentoring and coaching. We unpack the different styles and uses of coaching and provide tips for Leaders to enhance their coaching using the concepts of Curious Communication: Conscious Listening, Effective Questioning, and Intentional Presence
We barely scratch the surface on Ross’s journey and how his craft can give us an incredible advantage in our business conversations and in life. I hope you enjoy it as much as I did and thank you for tuning in.
You can reach Ross here on LinkedIn:
In this episode of the PreSales Podcast, Chris Mabry speaks with Kai Tillman - Army Veteran, 5x published author, educator, and Senior Solutions Engineer at Atlassian.
One of the biggest takeaways is this:
Veterans have a unique blend of skills and experiences that equip them to tackle complex challenges easily. They have GRIT and stay steady while faced with huge change, making them a perfect fit for the dynamic world of presales.
We discuss Kai’s unique journey, the significant challenges veterans face while transitioning into civilian work, and go deep into Kai’s philosophy and experience.
I hope you enjoy it as much as I did, and thank you for tuning in.
In this episode of the PreSales Podcast, Chris Mabry and Justin McDonald discuss Justin’s 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.
Explore the rising significance of live demos in SaaS sales world
Discuss how a demo isn’t just a “presentation” but a methodology/process you must go through to unpack and discover what the client needs.
Explore strategies for maximum impact and best practices for engaging your audience.
Highlight the advantages that live demos have for Sales Engineers (SEs) to enhance customer engagement and conversion rates but also offer SEs to have a unique competitive and professional edge.
Thank you for tuning in!
- PSC
In this Letter to the Community, I introduce myself to the PreSales community as the new General Manager, giving insight into my backstory as a Solution Consultant and the journey to leading and managing teams.
I unpack what I love most about my career and the PreSales Collective: People. The human story of growth, friendship, and potential is what drives me.
At PreSales Collective, we believe the investment in three pillars leads to
If you are investing in professional and personal development, consuming high-quality/thought leadership content in your space, and making meaningful connections - You are operating at a higher potential than if you are not.
Period.
Tune-in and Connect!
143 Letter to the Community w/Chris Mabry
This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC.
Tune in and discover strategies for:
Continuous learning and improvement
Taking ownership of the customer experience
Developing and maintaining relationships with stakeholders
And much more!
This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.
142. Becoming a World-Class SC: Mentoring and Coaching Others (Part 6 of 6) w/Sidney Gomez Host: Mattie Stremic, Head of Academy, PreSales AcademyThis six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC.
Tune in and discover strategies for:
Continuous learning and improvement
Taking ownership of the customer experience
Developing and maintaining relationships with stakeholders
And much more!
This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.
141. Becoming a World-Class SC: Developing your External Network (Part 5 of 6) w/Ron Whitson Host: Mattie Stremic, Head of Academy, PreSales AcademyThis six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC.
Tune in and discover strategies for:
Continuous learning and improvement
Taking ownership of the customer experience
Developing and maintaining relationships with stakeholders
And much more!
This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.
140. Becoming a World-Class SC: Maintaining a Learning Mindset (Part 4 of 6) w/Adam Lazzara Host: Mattie Stremic, Head of Academy, PreSales AcademyThis six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC.
Tune in and discover strategies for:
Continuous learning and improvement
Taking ownership of the customer experience
Developing and maintaining relationships with stakeholders
And much more!
This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.
Episode 139. Becoming a World-Class SC: Gaining Visibility & Broadening Your Impact (Part 3 of 6) w/Maria Lat Host: Mattie Stremic, Head of Academy, PreSales AcademyThis six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC.
Tune in and discover strategies for:
Continuous learning and improvement
Taking ownership of the customer experience
Developing and maintaining relationships with stakeholders
And much more!
This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.
Episode 138: Building Meaningful Relationships (Part 2 of 6) w/ Brandi Anderson. Host: Mattie Stremic, Head of Academy, PreSales AcademyThis six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC.
Tune in and discover strategies for:
Continuous learning and improvement
Taking ownership of the customer experience
Developing and maintaining relationships with stakeholders
And much more!
This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.
Episode 137: Becoming a World-Class SC: Pursuing Excellence (Part 1 of 6) w/ Munir Hussein. Host: Mattie Stremic, Head of Academy, PreSales AcademyThis week on the PreSales Podcast, James spends a few minutes recapping 2022 and discussing PreSales Collective's strategy for 2023! Don't worry, the PSC Podcast isn't going anywhere, but it is changing to bi-weekly and has some exciting format changes! The data tells us that people listen to every single episode every week so please use this chance to catch up on the episodes you've missed.
On the PreSales Podcast, James Kaikis and Dini Mehta connect on "CROs Perspective: Unlocking the Solutions Consultant." Dini, Former Chief Revenue Officer at Lattice and Part Time Operator at Operator Collective, discusses how and why she believes Solutions Consulting is a strategic component of the Go-To-Market organization. Dini shares her strategy to scale Solutions and use the role as a conduit to other parts of the organization.
In 2021, the PreSales Collective released a State of Diversity report for the entire PreSales
community. This report, with research supported by the Sales Talent Agency, benchmarked diversity metrics in our industry so that we could more fully understand the gender and ethnic makeup of the profession. We committed to putting out a report every year so that we could use the data over time to track trends and most importantly, focus on engagement with diversity, equity, and inclusion (DE&I) efforts field-wide. So, where is this year’s report? Join Cindy Goodwin-Sak, VP of Global Sales Engineering at Anomoli and Shawna James, Sr. Manager of Community at PreSales Collective, to discuss their plans to work on a much larger, more comprehensive survey with PhD researchers and PreSales executives who are focused on the qualified advancement of DE&I programs and initiatives across our industry.
Want to be a part of a history making report? Fill out the State of Diversity survey here:
https://www.surveymonkey.com/r/G6WTZ65
All answers are completely anonymous and data is held privately.
This report will help us play our part and we are grateful for your participation.
On the PreSales Podcast, Mattie and Emmanuel Fadajutimi connect on "Lessons From My First Year in PreSales" Emmanuel, Solutions Engineer at Hubspot, talks about the realities of what’s like to be an early-career SC, lessons he’s learned over the past year, and what it means to have a learner mindset regardless of where you are in your career.
On the PreSales Podcast, Mattie Stremic connects with Allison Macalik and Gizelle Panton to discuss why “Mentorship Matters." Allison Macalik, Lead Solutions Engineer and Team Lead at Salesforce, and Gizelle Panton, Solutions Engineer at LinkedIn, share about their mentorship relationship, how to successfully mentor, and the importance of mentorship in career development. Gizelle and Allison were paired when Gizelle enrolled in the PreSales Foundations enablement course and have stayed connected ever since. Learn more about how to approach mentorship and why it makes all the difference in your personal and professional growth.
On the PreSales Podcast, James Kaikis and Jeff Stewart connect on "PreSales Performance – Metrics That Matter." Jeff, Field CTO and Vice President, Global Solutions Engineering at SolarWinds, talks about what the PreSales Metrics are that truly highlight the impact of Solutions on the business. Jeff highlights how he looks at Team and Individual Performance as well as Sales Performance, Productivity and Efficiency, and Business Impact with Data. Additionally, James and Jeff have a philosophical conversation regarding the future of measuring Solutions Data.
On the PreSales Podcast, James Kaikis and Meghan Noel connect on "Running PreSales like a Business." Meghan, Global Vice President of PreSales at Amplitude, talks about the critical business drivers to ensure your Solutions team is elevated within your organization. Meghan shares why ensuring our profession is viewed as true revenue drivers is more important than ever. Referenced Presentation: https://goconsensus.com/demofest-video/scaling-your-presales-organization/
On the PreSales Podcast, Mattie Stremic and Akanksha Sehgal connect on "Building a Solutions Academy." Akanksha, Director of Global Solution Engineering at VMware, discusses the importance of entry-level or academy programs and provides tactical advice on how to build an academy program. Learn More about PreSales Academy: www.presalesacademy.com
On the PreSales Podcast, James Kaikis and Jamel Reimer connect on "Closing Eight-Figure Deals." Jamal, Author of Mega Deal Secrets and Founder of the Enterprise Sellers Community, talks about his experience closing multiple $50,000,000+ deals. Jamal, a former Account Executive and Sales Leader turned Community Leader, has the unique expertise in closing deals that a tiny percentage of sellers have ever closed. Jamal shares best practices for navigating big organizations' complexities and how it takes entire teams to close the biggest deals.
On the PreSales Podcast, James Kaikis and Paul Harris connect on "The Intriguing Similarities between Professional Athletes and Solutions Professionals." Paul, Principal Solution Architect at Loftware & PreSales Collective Ambassador, talks about how PreSales onboarding and development should be treated like top athletes. Paul discusses that development is a two-way street between player and coach, with a focus on continuous development and seeking the extra margin.
On the PreSales Podcast, Mattie Stremic hosts Winny Delcin and Nina Berger on the topic of “Meet the PreSales Academy Team.” Winny, Training Program Manager, and Nina, Career Services Manager, are two of the newest members of the PreSales Collective team and are heavily involved in the day-to-day of PreSales Academy. In this episode, we learn more about Winny and Nina, their backgrounds, why they love PSA, and how to get more involved in helping the next generation of Solutions professionals.
On the PreSales Podcast, Mattie Stremic connects with James Kaikis to discuss “Two Years & 125 Episodes Later”. The podcast has experienced incredible success over the last several years with almost 167,000 listens, an immense amount of topics, and guests from all around the world. For this episode, Mattie asked James to discuss the history of this podcast, how elevated voices to the profession, and the lessons he’s learned over the years.
On the PreSales Podcast, James Kaikis and Garin Hess connect on "How a Buyer Enablement Approach to Deal Review Improves Forecasting." Garin, Author of Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle and CEO/Founder of Consensus, 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.
Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?
Many PreSales professionals categorize demos into two types: the standard demo and the technical demo.
In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision.
Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them.
We'll also discuss the role demo automation can play--where it is useful and where you should avoid it. J
Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective.
Sign up or sign in at www.presalescollective.com
** Early Release ** This week the PreSales Podcast is utilizing VIDEO! Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?
Many PreSales professionals categorize demos into two types: the standard demo and the technical demo.
In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision.
Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them.
We'll also discuss the role demo automation can play--where it is useful and where you should avoid it. J
Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective.
Sign up or sign in at www.presalescollective.com
On the PreSales Podcast, James Kaikis and Andrew Birnbaum connect on "PreSales Role in Champion Building." Andrew, Vice President of Solutions Engineering at Celonis, talks about how Solutions teams can play a bigger role in the sales cycle by building Champions. Champion building is no longer just the responsibility of sales executives exclusively as buyers, enterprises, and products are more sophisticated than ever. The Solutions Consultant, serving as a trusted advisor, can help cultivate champions to accelerate deal velocity and drive ACV (Annual Contract Value).
On the PreSales Podcast, James Kaikis and Achint Sehgal connect on "Democratizing Trust in Solutions Leadership." Achint, Director of Solutions Engineering at OneTrust, talks about the importance of Trust in Sales and, especially, Solutions Consulting. Achint provides very tactical ways for leaders and organizations to make trust more than just a buzzword and a concrete part of your team's DNA.Watch Achint’s presentation on this topic at the 2021 PreSales Leadership Collective Executive Summit: https://www.youtube.com/watch?v=f_aRj0hyjuo
On the PreSales Podcast, James Kaikis and Mattie Stremic connect with Curtis Barber and Jess Ashwood to discuss "Untapped Talent: The Education Exodus." Curtis, Associate Solutions Engineer at SOCi, and Jess, Solution Expert at UKG, share their journey's from Teachers to Solutions Consulting. Curtis and Jess graduated from the PreSales Academy and have immediately made an impact in their current roles. Learn more about how and why Teachers make amazing SCs. Learn more about how you Change Your Career Trajectory at www.presalesacademy.com
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.
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. For more information on Leader Elevate and all PreSales Collective Enablement programs, visit www.presalescollective.com/enablement.
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.
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.
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.
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.
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.
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.
Read More: https://www.presalescollective.com/content/business-discovery-university-for-presales
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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. 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/
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. Read Amin’s article on the Pyramid of PreSales on the PreSales Collective blog: https://www.presalescollective.com/post/the-pyramid-of-presales
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.
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.
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!
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!
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. See the report here: State of Product Demo Report
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.
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. Link to PreSales Collective blog article: https://www.presalescollective.com/post/steve-jobs-had-high-aq-and-so-can-you
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.
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
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.
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.
Resources:
2021 State of Diversity in PreSales Report
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
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.
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. 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
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.
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!
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. Learn more about PreSales Collective's WISE program: www.presalescollective.com/wise
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! www.presalescollective.com/contribute
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! Also, learn more about PreSales Academy: www.presalesacademy.com
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. Join PreSales Collective on Clubhouse: https://www.clubhouse.com/club/presales-collective
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.
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.
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.
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. Learn more about PreSales Academy at www.presalesacademy.com
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.
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
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
More information on Karen's newsletter and books can be found at betterallies.com
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.
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.
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. 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:
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.
On the PreSales Podcast, James Kaikis and Richard Armstrong connect on the topic "The Technical Win". Richard, Head of Americas Solutions Engineering at Cloudflare, talks about the highly debated Technical Win and how it allows organizations to be clearer on what Sales Engineers are accountable for. As PreSales professionals, We must be able to show the business quantifiable results, how and to what extent we are contributing.
On the PreSales Podcast, James Kaikis and Yugi Higashi connect on the topic "A Year in Review". Yuji, Co-Founder of the PreSales Collective, talks about the genesis of the PreSales Collective on our one year anniversary of the podcast. One year later, what started as an idea to bring PreSales professionals together, is an 11,000 member global community.
On the PreSales Podcast, James Kaikis and David Maloof connect on the topic "A PreSales Journey". David, GVP of Solution Engineering, Strategic Advisory Services & Scout Academy at Salesforce, talks about his PreSales Journey. From Sales Rep to Product to PreSales, David has worked in a number of capacities that has shaped the way he approaches PreSales.
Episode Description: On the PreSales Podcast, James Kaikis is joined by PreSales Book Club Leaders Steve Bullington & David Ledger plus active book club members Carly Wennogle and Mike Pastore. The crew discusses the PSC Book Club and each guests pitches a different book to read this summer!Steve - LifeScale by Brian Solis
David - Range by David Epstein
Carly - Radical Candor by Kim Scott
Mike - Speed of Trust by Steven M.R. Covey
On the PreSales Podcast, James Kaikis and Peter Polizzi connect on the topic "Building a Complex GoToMarket (GTM) Organization. Peter, Senior Vice President of Market Strategies and Technical Sales, talks about his new role at Splunk and how it could be the future of PreSales. Peter’s new role unifies five different departments under one roof to have a unified go to market message.
On the PreSales Podcast, James Kaikis and Naz Irani connect on the topic "Empowering Your People". Naz Irani, Head of Enterprise and Strategic Solutions Architecture at Stripe and President of the PreSales Leadership Collective's Council, discusses her experiences with empowering people. In this episode, Naz will explain how empowerment is the key to building a culture of high performance, innovation, and driving career growth.
On the PreSales Podcast, James Kaikis and Ganesh Shankar connect on the topic "How Technology helps PreSales Professionals Close Deals Faster". Ganesh, Co-Founder and CEO of RFPIO, talks about why a former product manager decided to build a company dedicated to automating the RFP response process and equipping PreSales teams. Learn more about RFPIO
On the PreSales Podcast, James Kaikis and Kathy Horan Lalama connect on the topic "Scaling New Logo PreSales Teams". Kathy, Director of Solutions Engineering, talks about Scaling New Logo PreSales teams. Some organizations approach selling to new logos the same way that they sell to the existing install base. In this episode, Kathy talks about why and how the motions are different.
On the PreSales Podcast, James Kaikis and Stephen Miller connect on the topic "The Edutainer". Stephen, Brand Ambassador and PreSales specialist, talks about the role of the Edutainer. More importantly, how educating and entertaining are two critical components in being a stellar Sales Engineer.
On the PreSales Podcast, James Kaikis and James Dai connect on the topic "Industry Experience - Transition to PreSales". James, Strategic Lead Solution Engineer at Salesforce, talks about his transition from the Manufacturing industry into a Solutions Engineering role. James walks us through his journey to find a PreSales role, how he stood out in the interview process, and what he did to provide an immediate impact upon being hired.
On the PreSales Podcast, James Kaikis and Cindy Goodwin-Sak connect on the topic "A PreSales Journey". Cindy, Vice President of Global Security Sales Engineering Organization, talks about her PreSales career. Cindy made an early decision to commit to Cisco as her product of choice so she's been in the Cisco ecosystem for nearly 20 years. In her journey, she faced many challenges but has overcome them to have a wildly successful career.
On the PreSales Podcast, James Kaikis and Kiana McCormick connect on the topic "The Why of Value Engineering". Kiana, Senior Value Engineer at DocuSign, talks about what the Value Engineering role is and why it is an important aspect in the sales process. When paired with the selling team, the Value Engineering team can help bring the product or solution to life.
On the PreSales Podcast, James Kaikis and Chase Schults connect on the topic "Winning the Technical Sale with Architecture". Chase, Director of Architect & Cloud Specialists at Salesforce.org, talks about the Solutions Architect role and how it is similar but different than the Sales Engineer role. Solutions Architects can take on the technically intense aspects of a sale conversation.
On the PreSales Podcast, James Kaikis and Rob Falcone connect on "Let's Talk About Careers". Rob Falcone, Senior Director of Sales Engineering and Strategy at Guru, talks about his career journey and two recent conversations that he had with others relating to career advice. Societal pressures and a comparison culture force many to be in a constant state of evaluation when it comes to career progression.
On the PreSales Podcast, James Kaikis and Ryan Deemer connect on the topic "PreSales Career Paths - Going Upmarket". Ryan, Enterprise System Engineer at Veeam Software, talks about his progression from inside sales engineer to field sales engineer. In this episode, we also talk about the differences between smb and enterprise selling motions.
On the PreSales Podcast, James Kaikis and David Marsh connect on the topic "Continuous Improvement". David Marsh, Vice President of Global Sales Engineering, talks about Testing Business Ideas to improve your craft and building a continuous learning theme. Creating a culture of learning will level up your Sales Engineering team.
On the PreSales Podcast, James Kaikis, Kelley Pidhirsky, and Emily Dunn connect on the topic "Part 2: Transition into Leadership”. Kelley, Manager of Solutions Engineering at DocuSign, & Emily, Manager of Sales Engineering at Pendo, talk about their recent promotions to Leadership. Kelley was previously on episode 11, so we learn what has changed for her and what advice she has for Emily, who is six weeks into her Leadership journey.
On the PreSales Podcast, James Kaikis and Jeff Margolese connect on the topic "A PreSales Journey". Jeff, Senior Vice President of Global Solutions Consulting at ServiceNow, talks about his journey through PreSales. Throughout this episode, we learn Jeff's perspective on what has changed in the industry, what leading a global team is like, and how to make your PreSales org a destination.
On the PreSales Podcast, James Kaikis, Tanner Drake, and Dalton Fite connect on the topic "Building the Next Generation of PreSales". Tanner, Solutions Engineer at VMWare, and Dalton, Technical Sales Intern at Trane, talk about how the National Society of Sales Engineers (NSSE) is building awareness to the PreSales profession at the university level.
On the PreSales Podcast, James Kaikis, Charlie Gerrior, and Joel Duffield connect on the topic "How to get Hired at a PSC Hiring Event." Charlie, Senior Solutions Engineer at Segment, and Joel, Solutions Consultant at Vidyard, talks about how Charlie put together an amazing PreSales job event and Joel was hired by Vidyard at that event. In this episode, we dig into what allowed Joel to stand out in the hiring process.
On the PreSales Podcast, James Kaikis, Stephanie Smith, and Annie Ramadan connect on the topic "How to become a Dynamic Duo”. Stephanie, Senior Solutions Engineer at Salesforce, and Annie, Account Executive at Salesforce, talk about their working relationship and how it leads to a successful partnership. Stephanie gives insights into how she ensures her and Annie are on the same page when solutioning for customers.
On the PreSales Podcast, James Kaikis and Paul Baptist connect on the topic "Why Giving Back Matters". Paul, Senior Director of Solutions Consulting at ServiceNow, is incredibly passionate about Giving Back and we are going to set 2021 off right by talking about the power of giving back.
On the PreSales Podcast, James Kaikis and Greg Peters connect on the topic "Justifying PreSales Headcount". Greg, Senior Vice President of PreSales & Customer Success at Alteryx, talks about the ways to quantify the impact of your PreSales organization in order to prove ROI to the business. One of the tougher topics for our profession, Greg provides actionable takeaways in order to build political capital with Finance.
On the PreSales Podcast, James Kaikis and Halyna Semenova connect on the topic "Raising Awareness of PreSales Internally”. Halyna, VP Engagement and Pre-Sales at SoftServe, talks about raising awareness to PreSales via an internal community and a week long event. PreSales Talks was a successful internal conference to highlight the amazing work of the PreSales team.
On the PreSales Podcast, James Kaikis and Richard Harris connect on the topic "Ideal Persona Profile, The Real ICP". Richard, Founder of The Harris Consulting Group, talks about how Ideal Customer Profiles are typically wrong and we should be changing our thinking in terms of the Ideal Persona Profile. Richard and I also talk about partnering successfully with our sales counterparts.
Description: On the PreSales Podcast, James Kaikis and Semir Jahic connect on the topic "PreSales, the Swiss Army Knife". Semir, Lead Solutions Engineer at Clari, talks about why the PreSales role is like a Swiss Army Knife. PreSales Professionals tend to wear a number of hats so we dive into those specifics on this episode.
On the PreSales Podcast, James Kaikis and Gokul Sridharan connect on the topic "Building Technical Enablement for the Community”. Gokul, Solution Engineering Leader at Microfocus, talks about how to effectively create technical content that supports the learning path for growing PreSales professionals.
On the PreSales Podcast, James Kaikis and Ashvin Vaidyanathan connect on the topic "Partnering with Customer Success". Ashvin, Chief Customer Officer at Gainsight, talks about how critical partnering with PreSales is for his Customer Success organization. When Customer Success and PreSales teams are tightly aligned, it results in a better customer experience.
On the PreSales Podcast, James Kaikis and Cortney Zamm connect on the topic "How to Advocate for Yourself as a Remote Employee". Cortney, Senior Manager of Solutions Engineering at Sprout Social, answers questions from our community on how to handle themselves in our remote-first world. Cortney offers advice on how to navigate the difficulties we all face in 2020.
On the PreSales Podcast, James Kaikis and Garin Hess connect on the topic "Scaling PreSales". Garin, Co-Founder and CEO of Consensus, talks about how to increase PreSales productivity, understanding gap analysis, and how demo automation can help scale our profession.
On the PreSales Podcast, James Kaikis and Bradley Herman connect on the topic "Power of Why". Brad, Director of Solutions Engineering at Salesforce, talks about the word “Why” and how it applies to PreSales. Understanding Why is critical for discovery, tailored presentations, and ensuring we are delivering customer expectations.
On the PreSales Podcast, James Kaikis and Marjorie Abdelkrime connect on the topic "Leading Transformational Projects". Marjorie, Sr Director, AMER Cloud Solution Engineering at VMWare, talks about how to Lead Transformational Projects both internally and externally. In this episode, we speak to the defining outcomes, staying on plan, and knowing when to pivot.
On the PreSales Podcast, James Kaikis and Pabel Martin connect on the topic "Post Sale to PreSales". Pabel, Senior Solutions Consultant of Global Strategic Accounts, talks about his transition to PreSales from the Post Sale side of the house. Pabel’s journey is starting to become more common as PreSale roles are hiring the skill sets of those who worked in delivery. Listen for more on how to take learnings from Post Sale and apply them to be the best PreSales Consultant that you can be.
On the PreSales Podcast, James Kaikis and Ramzi Marjaba connect on the topic "Dipping Your Toes in Sales". Ramzi, Sr. Sales Engineer at Keysight Technologies, talks about his experience becoming a hybrid Sales Engineer - Sales Person. Ramzi’s perspective on why PreSales professionals can make the transition is interesting. In this episode, we also talk about the future of the role and if Hybrid roles are going to become more popular.
On the PreSales Podcast, James Kaikis and Eric Rodwell connect on the topic "Detail are the Difference". Eric, Vice President of Sales Engineering, talks about why details matter in how you operate, how you communicate, and how it helps you win deals in Sales. This episode is a good refresher that not everyone is detail oriented but the details are the difference between good and great.
On the PreSales Podcast, James Kaikis and Bren Sapience connect on the topic "Working Across Cultures". Bren, Global Director of Sales Engineering at Automation Anywhere, talks about his experience working in multiple geographies and his learnings from those experiences. Understanding cultural differences can really go a long way in building trust and continuity with your employees and peers.
On the PreSales Podcast, James Kaikis and Freddy Magnum connect on the topic "Seat at the Executive Table”. Freddy, Venture Consultant at ForgePoint Capital, talks about PreSales having a Seat at the Executive Table. Freddy offers his insight as an executive on what the PreSales profession should be doing to elevate and how to do so.
On the PreSales Podcast, James Kaikis and Leah McTiernan connect on the topic "Elevating Women in PreSales". Leah, Vice President of Solutions Engineering at DocuSign, talks about her journey through PreSales and why she has leaned in to help create programs like Women in Solutions Engineering and the PreSales Collective’s Women in Solutions Excellence program.
On the PreSales Podcast, James Kaikis and Steve Klein connect on the topic "Stump the Chump”. Steve, Global VP of Solutions Engineering at FinancialForce, talks about how to handle a situation where someone is attempting to discredit our product demo or our presentation. The concept of Stump the Chump is as old as time and our episode highlights ways to handle this type of situation.
On the PreSales Podcast, James Kaikis connects with the Co-Founders of the Sales Excellence Podcast, Jan-Erik Jank, and Tim Bromme on the topic "Branching out to EMEA”. Jan-Erik, PreSales Leader at SAP, and Tim, Enterprise Solutions Consultant, speak to their experiences working with US based companies who are trying to build their presence in EMEA. Both Tim and Jan speak to the benefits and challenges of this experience plus provide actionable advice for working and managing those in EMEA.
On the PreSales Podcast, James Kaikis and Stephanie Daniel connect on the topic "Creating a Diverse Pipeline”. Stephanie, Director of Solutions Engineering at DocuSign, talks about how and why to create a diverse pipeline of candidates. This episode is action packed with Stephanie’s valuable perspectives on this critically important topic.
On the PreSales Podcast, James Kaikis, Travis Strickland, and Danny Mason connect on the topic "How to become a Dynamic Duo”. Travis, Senior Solutions Consultant at Adobe, and Danny, Account Executive at Adobe, talk about how to their working relationship and how they’ve been able to be successful in partnering in their sales cycle. It is really interesting to hear Danny’s perspective on what makes Travis stand out and be his true deal co-pilot.
On the PreSales Podcast, James Kaikis and Nidhi Shah connect on the topic of Creating a Culture of Feedback. Nidhi, Director of Solutions Engineering at LiveRamp, has really learned how to incorporate feedback into her team culture and her management style. This episode is applicable to everyone trying to both give and receive positive and constructive feedback.
On the PreSales Podcast, James Kaikis and Kelley Pidhirsky connect on the topic "Promotion to Leadership”. Kelley, Manager of Solutions Engineering at DocuSign, talks about her recent move to Leadership after years of being a high performing individual contributor. Kelley gives her perspective into what Leadership is really like!
On the PreSales Podcast, James Kaikis and Peter Cohan connect on the topic "Analogies and Metaphors in PreSales”. Peter, founder and principal of The Second Derivative and the Great Demo methodology, talks about how using analogies and metaphors in your sales cycles can be extremely impactful and allow for customers to connect the dots more so than seeing your product.
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