Join Alex Nation, a pre-sales expert with over 10 years of experience, as she shares her unique journey from retail to tech. She discusses the power of effective discovery techniques and the art of silence in customer interactions, revealing how these skills enhance engagement. Alex highlights the symbiotic relationship between presales and sales teams and offers advice for those starting in the field. Her passion for supporting women in pre-sales shines through, making this conversation both inspiring and insightful.
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Alex's Career Journey
Alex Nation's career began in retail at Nordstrom, later transitioning to tech during the SaaS boom.
She discovered her passion for presales accidentally after realizing she enjoyed the "presenter pain point gatherer" aspect of sales.
insights INSIGHT
Importance of Effective Discovery
Good discovery differentiates vendors and builds customer trust.
Asking purposeful questions helps understand customer needs and positions you as a partner.
volunteer_activism ADVICE
The Power of Silence
Employ silence as a negotiation technique to encourage customers to share more.
Practice letting silences hang to build trust and elicit valuable insights.
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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.
Presales Podcast by Presales Collective