Presales Podcast by Presales Collective

On the PreSales Podcast, James Kaikis and Richard Harris connect on the topic "Ideal Persona Profile, The Real ICP". Richard, Founder of The Harris Consulting Group, talks about how Ideal Customer Profiles are typically wrong and we should be changing our thinking in terms of the Ideal Persona Profile. Richard and I also talk about partnering successfully with our sales counterparts.

Description: On the PreSales Podcast, James Kaikis and Semir Jahic connect on the topic "PreSales, the Swiss Army Knife". Semir, Lead Solutions Engineer at Clari, talks about why the PreSales role is like a Swiss Army Knife. PreSales Professionals tend to wear a number of hats so we dive into those specifics on this episode.

On the PreSales Podcast, James Kaikis and Gokul Sridharan connect on the topic "Building Technical Enablement for the Community”. Gokul, Solution Engineering Leader at Microfocus, talks about how to effectively create technical content that supports the learning path for growing PreSales professionals.

On the PreSales Podcast, James Kaikis and Ashvin Vaidyanathan connect on the topic "Partnering with Customer Success". Ashvin, Chief Customer Officer at Gainsight, talks about how critical partnering with PreSales is for his Customer Success organization. When Customer Success and PreSales teams are tightly aligned, it results in a better customer experience.  

On the PreSales Podcast, James Kaikis and Cortney Zamm connect on the topic "How to Advocate for Yourself as a Remote Employee". Cortney, Senior Manager of Solutions Engineering at Sprout Social, answers questions from our community on how to handle themselves in our remote-first world. Cortney offers advice on how to navigate the difficulties we all face in 2020.

On the PreSales Podcast, James Kaikis and Garin Hess connect on the topic "Scaling PreSales". Garin, Co-Founder and CEO of Consensus, talks about how to increase PreSales productivity, understanding gap analysis, and how demo automation can help scale our profession.

On the PreSales Podcast, James Kaikis and Bradley Herman connect on the topic "Power of Why". Brad, Director of Solutions Engineering at Salesforce, talks about the word “Why” and how it applies to PreSales. Understanding Why is critical for discovery, tailored presentations, and ensuring we are delivering customer expectations.

On the PreSales Podcast, James Kaikis and Marjorie Abdelkrime connect on the topic "Leading Transformational Projects". Marjorie, Sr Director, AMER Cloud Solution Engineering at VMWare, talks about how to Lead Transformational Projects both internally and externally. In this episode, we speak to the defining outcomes, staying on plan, and knowing when to pivot.

On the PreSales Podcast, James Kaikis and Pabel Martin connect on the topic "Post Sale to PreSales". Pabel, Senior Solutions Consultant of Global Strategic Accounts, talks about his transition to PreSales from the Post Sale side of the house. Pabel’s journey is starting to become more common as PreSale roles are hiring the skill sets of those who worked in delivery. Listen for more on how to take learnings from Post Sale and apply them to be the best PreSales Consultant that you can be.

On the PreSales Podcast, James Kaikis and Ramzi Marjaba connect on the topic "Dipping Your Toes in Sales". Ramzi, Sr. Sales Engineer at Keysight Technologies, talks about his experience becoming a hybrid Sales Engineer - Sales Person. Ramzi’s perspective on why PreSales professionals can make the transition is interesting. In this episode, we also talk about the future of the role and if Hybrid roles are going to become more popular.