Presales Podcast by Presales Collective

Jack Cochran
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Oct 7, 2025 • 31min

From Overloaded to Optimized: Concierge Services and Deal Desks with Rob Bruce

In this episode, Jack Cochran and Matthew James are joined by Rob Bruce, a presales leader at Syndigo with 20 years of experience, to discuss an innovative approach to presales operations: the Pursuit Desk. Rob shares how Syndigo has built a dedicated "concierge team" that handles RFPs, security questionnaires, reference coordination, and other time-consuming tasks, freeing solutions engineers to focus on discovery, solutioning, and building customer relationships. The conversation explores how to operate at the "top of your license," the role of AI in scaling pursuit operations, and practical advice for championing similar initiatives at your organization. Thank you to Elvance for sponsoring this episode: https://elvance.io Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Rob Bruce: https://www.linkedin.com/in/robbruce/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Book: "Selling is Hard, Buying is Harder" by Garen Hess Timestamps 00:00 Welcome 04:29 What is a Presales Concierge 11:18 Presales culture 14:00 Working at the top of your diploma 17:10 How do you justify this 21:38 As focused as an F1 team 23:32 AI and the Pursuit Desk Key Topics Covered The Pursuit Desk Concept Functions as a presales concierge handling non-customer-facing tasks Manages RFPs, InfoSec documents, NDAs, reference coordination Creates centralized control over messaging and responses Operates on a global scale with cultural sensitivity Operating at the Top of Your License Focus on discovery, creative thinking, empathetic listening, and presenting solutions Eliminate time spent on administrative tasks that don't require SE expertise Reduce context switching and multitasking to maintain flow Maximize value delivery to customers and the organization Building the Business Case Find an executive sponsor to champion the initiative Measure impact through deal win rates and velocity Consider creative budget reallocation (travel budgets, etc.) Calculate ROI based on SE productivity and reduced burnout The Role of AI in Pursuit Operations AI handles first-pass RFP responses (80% completion) Pursuit desk personalizes and adds empathy (final 20%) Machine learning analyzes past deals for pattern recognition Go/no-go scorecards based on historical data Enables scaling without proportional headcount increases Presales Culture and Values Building trust through technical expertise and genuine personality Being a "chameleon" who adapts to different buyer needs Creating an environment where people feel welcomed and valued Mentorship and knowledge sharing across teams Preventing Burnout Eliminating nights and weekends spent on RFPs Reducing stress through better task distribution Enabling SEs to focus on work they're passionate about Creating sustainable workloads that retain top talent Measuring Success Tracking time spent on each RFP or pursuit activity Correlating effort to win-loss rates Building audit trails for continuous improvement Creating dashboards for data-driven decision making  
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Sep 25, 2025 • 36min

Presales and Sales Working Together SEAMlessly with Art Fromm

In this discussion, Art Fromm, a sales enablement expert with over 25 years of experience, shares key insights on bridging the gap between presales and sales teams. He highlights the significant 37% performance gap when these teams are misaligned and emphasizes the importance of discovery over rushing into demos. Art advocates for a shift towards creating value perceptions rather than merely showcasing features. He also stresses empathy and understanding each role's drivers to foster stronger partnerships that enhance client success.
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Sep 15, 2025 • 32min

Breaking Barriers: How WISE is Transforming Women's Careers in Presales with Wendy McHenry

In this episode, Jack Cochran and Matthew James are joined by Wendy McHenry, Chair of WISE (Women in Solutions Excellence) at Presales Collective and Former Head of Global Solutions Engineering at CDATA, to discuss the critical need for supporting women in presales careers. They explore the challenges women face in a field where only 18% of solutions professionals are women, discuss unconscious bias in hiring and workplace environments, and highlight how WISE is creating support networks and career development opportunities to advance equity in the solutions field. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. This episode is sponsored by Elvance. More information at https://elvance.io/  On the Show Today Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Wendy McHenry: https://www.linkedin.com/in/wendymac98/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack WISE Chapter Information: https://www.presalescollective.com/wise  Presales Collective LinkedIn: https://www.linkedin.com/company/presalescollective  Timestamps 00:00 Welcome 04:51 Why WISE? 09:12 Being a woman in sales today 12:57 You’re not technical enough 16:16 Women leaving the profession 20:33 How is WISE helping? 27:55 What’s happening next? Key Topics Covered The Current State of Women in Presales Only 18% of solutions professionals globally are women Many women are the only woman on their SE team Higher attrition rates during layoffs disproportionately impact women Unconscious Bias and Workplace Challenges "Not technical enough" bias applied differently to women Interview panels dominated by men Social environments that may exclude women The importance of calling out bias when witnessed WISE Mission and Structure Started as an ERG at Salesforce, now part of Presales Collective Open to anyone who cares about supporting women in solutions careers Regional chapters like Women in Solutions Consulting Australia/New Zealand Company-specific chapters at organizations like Salesforce and Pegasystems Creating Change and Allyship How to be an effective ally in supporting women's careers Starting WISE chapters at your company (or expanding to broader sales/tech groups) The importance of diverse account teams and client representation Free career coaching and mentorship available through WISE council
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10 snips
Sep 2, 2025 • 39min

Tailoring AI for Growth: What Startups and Enterprises Should Do Differently with Akash Ganapathy

Akash Ganapathy, CEO of Opine and a two-time AI startup founder, joins the conversation to explore the nuanced differences in AI strategies for startups versus enterprises. He debunks the myth that AI will replace sales engineers, highlighting the irreplaceable role of human relationships in selling. The discussion also emphasizes the importance of tailored AI deployment, with startups benefiting from generalist approaches while enterprises need specialized strategies. Insights on leveraging existing knowledge bases and future predictions for AI in the presales landscape are also shared.
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16 snips
Aug 11, 2025 • 39min

Scaling Presales Teams without Burning Out Your Best People with Ben Hills

Ben Hills, Founder and CEO of Iris, shares insights on effectively scaling presales teams while prioritizing employee well-being. He discusses the fine line between sustainable high performance and burnout, emphasizing the need for clear leadership and alignment with larger goals. Hills highlights the transformative role of AI in automating tasks like RFPs, allowing teams to enhance productivity without sacrificing quality. He also explores common scaling mistakes and emphasizes creating a motivated, purpose-driven work environment.
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53 snips
Jul 28, 2025 • 37min

How to Speak So Senior Leaders Listen with Ben Pearce

Ben Pearce, founder of Elevated You, specializes in helping tech professionals communicate effectively with non-technical audiences. He discusses the vital differences in speaking to C-suite leaders compared to technical stakeholders. Ben emphasizes the need to focus on the 'what' and 'why' instead of just technical jargon. He shares strategies for impactful presentations, highlighting preparation, relevance, and the importance of human skills in fostering trust with senior leaders. Mastering delivery under pressure also takes center stage in this engaging discussion.
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25 snips
Jun 16, 2025 • 29min

How Demo Automation and AI Are Transforming Presales with Nalin Senthamil

Nalin Senthamil, Founder and CEO of Storylane, discusses how demo automation is reshaping the pre-sales landscape. He shares insights on the rise of self-service buyer experiences and how AI is set to revolutionize roles for solutions engineers. Nalin highlights the potential for AI to create a tenfold impact on pre-sales workflows and the importance of quality data. He also addresses the changing dynamics of discovery calls and the transformative potential of tailored customer engagement through automated demos.
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Jun 2, 2025 • 35min

Insights from an SE-Leader-Turned-Recruiter: Why Classic Job Hunting is Dead

Raphael Joseph, a former SE turned recruiter and founder of Brando Tech, shares insights on the evolving job market. He discusses why traditional job hunting methods are obsolete and advocates treating oneself as a product. Raphael emphasizes the importance of personal branding and a strong LinkedIn presence to attract recruiters. He also highlights strategic approaches to job searching in the age of AI, urging candidates to effectively communicate their unique value to navigate the competitive landscape.
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23 snips
May 19, 2025 • 35min

Insights from an SE-Leader-Turned-Recruiter: Personal Branding for SEs with Raphael Joseph

Raphael Joseph, an SE-Leader-Turned-Recruiter, delves into the essence of personal branding for PreSales professionals. He emphasizes the importance of a strong LinkedIn profile, especially in today's competitive job market. Raphael shares practical tips for crafting a standout online presence, the significance of specialized skills, and strategies for effective engagement. He also tackles the common hesitations about posting, illustrating how authenticity can enhance visibility and attract hiring managers.
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18 snips
May 5, 2025 • 35min

Forecast This: Why Presales Belongs in the Room

In this engaging discussion, Karthik Krishna, Manager of Solutions Engineering at Freshworks and a community leader for Chennai, expands on how Solutions Engineers can elevate their role in deal cycles. He shares his transition from developer to pre-sales professional and highlights the shift from merely giving demos to becoming strategic partners. Karthik emphasizes the importance of trust and collaboration with Account Executives, navigating challenging conversations, and leveraging teamwork for effective deal strategies.

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