Presales Podcast by Presales Collective

Liz Anderson directs the PreSales Collective Enablement programming, from PreSales Academy through leadership training, channeling her PreSales experience through to world-class programming and facilitation.  Liz has well over a decade of experience and PreSales from organizations, large and small, from Slack to startups. Episode Takeaways Presales enablement is essential to prioritize and needs a balance between technical and soft skills. Learning is best done with others both for practice and for accountability. You are responsible for your own growth; create a plan that includes improving on things you’re already good at. You can connect with Liz Anderson here: https://www.linkedin.com/in/lizandersonpresales/ PreSales Enablement Programming: https://www.presalescollective.com/programs/live-courses For team training - please reach out!! Thank you for tuning in.  

Daniel Kish, a former chemical engineer turned product marketer, shares his diverse career journey across military consulting and notable tech firms. He emphasizes the significance of collaboration between marketing and presales teams for effective product execution. Daniel discusses Conveyor's AI tool that streamlines security reviews, reducing burden on sales engineers. He also highlights the role of curiosity in personal growth and the importance of accuracy in sales strategies, advocating for proactive communication to align messaging and boost revenue.

Patty Hager, Vice President of SMB Solution Engineering at Salesforce, is passionate about inclusion in PreSales, serving on various councils to support underrepresented groups. She shares insights on the transformative impact of AI and automation in sales engineering. The conversation delves into the evolving role of pre-sales professionals and the necessity for self-driven development. Additionally, Patty discusses the significance of community service and personal volunteering experiences, showcasing how these influence careers in client engagement.

Today I speak with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy. Cross-departmental relationships are not a choice in our profession, they are a part of everyday life - and I’d argue that they are one of the main reasons we exist We dive into his experience facing challenging relationships and let him share what he would have done differently. I also shared insight into my experience in this area - it was a fun conversation!  Nobody wants to take work home with them but sometimes it’s less of a choice - Matthew and I talk about how to do this better. Matthew's LinkedIn: https://www.linkedin.com/in/matthewyoungjames/ If you tuned in, please share your favorite takeaway with me on LinkedIn: https://www.linkedin.com/in/pscgm/    

Today, I’m speaking with Evan Powell, Co-Founder of Reprise. We discuss market trends, where PreSales and Solutions folks can take advantage of the need in GTM today, and he shares his insights from designing enterprise solutions with what he refers to as a Demo Program. I love talking with Evan because he gets it. From D&D to his journey in Sales, he understands the challenges we face here in PreSales and loves the community. The title for todays episode is Founder Stories: Demo Programs meet buyers where they are w/Evan Powell We talk about: Buying in 2024 is different - we need to meet the prospect where they are Selling is a team sport - a Demo Program is necessary to enable your entire GTM team and help your buyer Trends in AI and Demo Automation One of my biggest takeaways is this: Now is the time to expand your influence. Executives are hungry for the information you have and the unique skills you bring to the table. Don’t squander the chance. There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in. Thank you for joining me today on this epic adventure with Evan Powell You can find Evan on Linkedin: https://www.linkedin.com/in/evanwapowell/ Evan's email evan@reprise.com, And Reprise.com Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

Today, I’m speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - templates for SEs. The title for today's episode is Hiring: How to Build an Inclusive Bench We will dive into the important and sometimes sticky subject of building inclusive teams on purpose, focused on sourcing goals and Diana’s unique approach to building incredibly successful teams. We talk about: Where to find great talent How to build teams for performance Where a little change can make a massive difference One of my biggest takeaways is to build a sourcing goal instead of a hiring one. Simply finding the right sources is key - and great talent is most likely already employed. You have to go the extra mile as a hiring manager to make it happen. You can find Diana on Linkedin: https://www.linkedin.com/in/dianacappello/ Templates 4 SCs: https://www.etsy.com/shop/Templates4SCs Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

David Duffett, a former Telecom presales engineer turned award-winning speaker, shares his 7 Power Presenting Protocols focusing on communication skills for technical professionals. Topics include challenges technical individuals face in communication, tailoring messages for diverse audiences, and the importance of effective presentation structures. Strategies for engaging audiences, handling questions, and collaborating between pre-sales and sales teams are also discussed.

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and the adventure of entrepreneurship. We talk about product-led growth, the new mantra of buyer enablement, how buyers are changing, and how companies need to adapt to this trend. Akasha's story and his journey is incredible. One of my biggest takeaways is how we can show up every day to do consistent work, even boring work, with compassion for ourselves and everyone around us and have a little fun while we're doing it. You can find Akash here on LinkedIn. And, of course, on the Storylane website. Thank you so much for tuning in. I hope you enjoy it as much as I did.  

Ross Rotherham, Leadership Coach and PreSales Leader, discusses coaching vs mentoring, emphasizing the importance of conscious listening and effective questioning. He shares his journey from holistic medicine to coaching, highlighting the value of aligning individual goals with organizational objectives for leadership development.

In this episode of the PreSales Podcast, Chris Mabry speaks with Kai Tillman - Army Veteran, 5x published author, educator, and Senior Solutions Engineer at Atlassian. One of the biggest takeaways is this:  Veterans have a unique blend of skills and experiences that equip them to tackle complex challenges easily. They have GRIT and stay steady while faced with huge change, making them a perfect fit for the dynamic world of presales. We discuss Kai’s unique journey, the significant challenges veterans face while transitioning into civilian work, and go deep into Kai’s philosophy and experience. I hope you enjoy it as much as I did, and thank you for tuning in.