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