Presales Podcast by Presales Collective

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.

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.

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.

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.

Today’s episode was recorded during Presales Collective’s AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo Engineering at Eightfold. The discussion explores how AI is transforming the presales landscape, from creating demo environments to navigating AI buying committees and addressing hiring practices in tech. Diana shares insights from her 20-year journey in AI, offering valuable perspectives on maintaining customer trust while leveraging AI tools. 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. Connect with Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Diana Capello: https://www.linkedin.com/in/dianacappello/  Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective newsletter: https://www.presalescollective.com/newsletter Book Recommendation, "AI Superpowers" by Kai-Fu Lee: https://www.goodreads.com/book/show/38242135-ai-superpowers  Presales Collective's YouTube channel: https://www.youtube.com/c/PreSalesCollective Presales AI Summit recordings, available on the PSC YouTube channel: https://www.youtube.com/@presalescollective7795  Timestamps 00:00 - Introduction 01:27 - Welcome Diana Cappello 04:10 - Maintaining customer trust while using AI 06:50 - Explaining how AI works to customers 11:45 - Navigating AI councils in enterprise sales 20:34 - AI in hiring processes 27:43 - Book recommendation 31:10 - Q&A  

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.

In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. 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. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/  Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack SiftHub: https://www.sifthub.io/  Timestamps 00:00 Welcome 03:34 Manisha's journey to founding SiftHub 08:12 SE to AE ratios in different organizations 13:10 The changing role of SEs in relationship building 15:06 Three main buckets of SE work and how AI can help 16:30 The evolution of tribal knowledge 20:40 SaaS proliferation and knowledge fragmentation 26:51 How SEs can leverage AI effectively 31:02 Using AI to analyze POCs and RFPs Key Topics Covered The Evolution of Tribal Knowledge From undocumented information to knowledge scattered across platforms How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more Leveraging recorded conversations to preserve context and insights SE Challenges and AI Solutions Managing repetitive questions from sales teams and product managers Handling documentation tasks and RFP responses Creating custom solutions across different industries and regions The Changing SE Role Shift from technical support to relationship building Evolving buyer journeys requiring deeper technical engagement Balancing solutioning, question-answering, and demo responsibilities Measuring AI Impact Time savings on RFP responses and repetitive questions Using freed-up time for strategic activities and better customer engagement Supporting more deals simultaneously with AI assistance AI as a Teammate Using AI to enhance rather than replace SE capabilities How AI can work 24/7 across global teams The future of visual and diagram-based AI assistance

In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. 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. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Kalyan Ramkumar: https://www.linkedin.com/in/kalyan-ramkumar-679927151/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective Linkedin: https://www.linkedin.com/company/presalescollective Presales Collective newsletter: https://www.presalescollective.com/newsletter CompTIA Security+ Certification: https://www.comptia.org/certifications/security CompTIA Network+ Certification: https://www.comptia.org/certifications/network Timestamps 00:00 Introduction 03:15 Kal’s Background 10:12 First Ever Demo 14:10 When did you know you’re an SC 19:40 The Four Do's of Demos 23:35 Challenging the challenger 27:02 Building your personal brand 29:35 POC strategies  Key Topics Covered Breaking into Presales Starting as an SDR and transitioning to SE Getting hired without technical background Importance of work ethic and eagerness to learn Building Domain Expertise Value of security certifications (Security+ and Network+) Moving from scripted to fluid demos Building trust with technical customers Demo Framework: The Four Do's Conducting your own discovery Framing every click and feature Evaluating specific customer KPIs Challenging difficult stakeholders POC and Success Strategies Customizing POC length to customer needs Collaborating with account executives Building internal relationships Creating workshop sequences for implementation

David Yockelson, a Distinguished VP and Gartner Fellow with over 30 years in B2B information technology, joins the discussion to delve into the evolution of value realization in tech sales. He emphasizes the shift from technical selling to value-based approaches, underlining the importance of understanding customer needs. The conversation also highlights changing buyer behaviors, the complexities of the modern buying process, and the strategic role of online demos in enhancing sales efficiency and client engagement.

Dean Shu, CEO and Co-founder of Arphie, an AI-powered RFP automation platform, discusses the transformation of pre-sales teams through AI. He emphasizes the changing roles of sales consultants and the importance of trust in AI solutions. The conversation covers how AI can enhance efficiency in proposal management, the need for sales engineers to demonstrate their impact, and the future of AI as a supplement to human expertise, ensuring that technology augments rather than replaces the essential human element in sales.