Presales Podcast by Presales Collective
Jack Cochran
Presales Podcast by Presales Collective is a podcast dedicated to growing the 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, enablement professionals, and entrepreneurs who have developed products for our profession.
On the Presales Podcast, you'll hear from global presales leaders, top individual contributors, industry experts, enablement professionals, and entrepreneurs who have developed products for our profession.
Episodes
Mentioned books
Jul 26, 2021 • 36min
62. The Rise of Intelligent Devices w/Patty Hager
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.
Jul 19, 2021 • 27min
61. Customer Life Cycle: PreSales Impact w/David Ashworth
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.
Jul 12, 2021 • 37min
60. A Venture Capitalist's View [of PreSales] w/Doug Landis
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.
Jul 5, 2021 • 34min
59. Level Up Your Ally Game w/Karen Catlin
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
Jun 28, 2021 • 31min
58. Building Your Personal Brand w/Christine Ehrenberger Stegmeyer
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.
Jun 21, 2021 • 27min
57. Six-Month Check In w/Supriya Yerramilli
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.
Jun 14, 2021 • 37min
56. Leading from the Front w/Lee Johnson
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: Robert Livingston - The Conversation James Clear - Autonomic Habits Grant Cardone - The 10X rule
Jun 7, 2021 • 38min
55. The Process w/Pat McQueen
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.
May 31, 2021 • 31min
54. The Technical Win w/Richard Armstrong
Richard Armstrong, Head of Americas Solutions Engineering at Cloudflare, dives into the concept of the technical win. He highlights how this idea can clarify accountability for Sales Engineers. Discussing the shift from on-prem to SaaS, he shares the importance of technical validation and its role in the sales cycle. Richard emphasizes the need for measurable impact from SEs and advocates for embedding validation steps in CRM systems. Additionally, he offers insights on building trust between SEs and sales leadership, and the future of tech structures in pre-sales.
May 24, 2021 • 30min
53. A Year in Review w/Yuji Higashi
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.
