Presales Podcast by Presales Collective

On the PreSales Podcast, James Kaikis and Garin Hess connect on "How a Buyer Enablement Approach to Deal Review Improves Forecasting." Garin, Author of Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle and CEO/Founder of Consensus, discusses how sales teams need to make buying easier by equipping champions to sell within their organization. Garin also provides stories and very tactical advice to deal review that will better forecasting within an organization. 

Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey? ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it. J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

** Early Release ** This week the PreSales Podcast is utilizing VIDEO! ​Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?​ ‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo. ‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision. Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. ​In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them. We'll also discuss the role demo automation can play--where it is useful and where you should avoid it.​ J Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective. Sign up or sign in at www.presalescollective.com

On the PreSales Podcast, James Kaikis and Andrew Birnbaum connect on "PreSales Role in Champion Building." Andrew, Vice President of Solutions Engineering at Celonis, talks about how Solutions teams can play a bigger role in the sales cycle by building Champions. Champion building is no longer just the responsibility of sales executives exclusively as buyers, enterprises, and products are more sophisticated than ever. The Solutions Consultant,  serving as a trusted advisor, can help cultivate champions to accelerate deal velocity and drive ACV (Annual Contract Value).

On the PreSales Podcast, James Kaikis and Achint Sehgal connect on "Democratizing Trust in Solutions Leadership." Achint, Director of Solutions Engineering at OneTrust, talks about the importance of Trust in Sales and, especially, Solutions Consulting. Achint provides very tactical ways for leaders and organizations to make trust more than just a buzzword and a concrete part of your team's DNA.Watch Achint’s presentation on this topic at the 2021 PreSales Leadership Collective Executive Summit: https://www.youtube.com/watch?v=f_aRj0hyjuo

On the PreSales Podcast, James Kaikis and Mattie Stremic connect with Curtis Barber and Jess Ashwood to discuss "Untapped Talent: The Education Exodus." Curtis, Associate Solutions Engineer at SOCi, and Jess, Solution Expert at UKG, share their journey's from Teachers to Solutions Consulting. Curtis and Jess graduated from the PreSales Academy and have immediately made an impact in their current roles. Learn more about how and why Teachers make amazing SCs. Learn more about how you Change Your Career Trajectory at www.presalesacademy.com

On the PreSales Podcast, James Kaikis and Paloma Garcia connect on "Solutions Role in Pipeline Generation". Paloma, Director of Solutions Consulting at ServiceNow, discusses her perspective on becoming a true partner to your customers and sales team by engaging in pipeline generation. Paloma believes that the best Solutions Consultants aid in sales by strategizing and executing different types of engagements in the sales process.

On the PreSales Podcast, James Kaikis and Tom Banton connect on "Investing in Future Solutions Leaders." Tom, Head of Leadership Enablement at PreSales Collective, discusses why the profession needs to be defining what GREAT Solutions Leadership looks like.  For more information on Leader Elevate and all PreSales Collective Enablement programs, visit www.presalescollective.com/enablement. 

On the PreSales Podcast, James Kaikis and Chris Craft connect on "Stay Ready So You Don't Have To Get Ready." Chris, Technology Leader at Docusign, discusses his perspective on being ready for change. Technology is always changing and it is easy to become complacent so Chris provides guidance on how to stay curious and engaged so that you are always ahead of the technology curve to better support your customers.

On the PreSales Podcast, James Kaikis and Shawna James connect on "Building Community." Shawna,  Community & Events Manager at PreSales Collective, talks about the importance of building belonging. Shawna hit the ground running when she joined the PreSales Collective in January 2021. After years of experience in Community Building, Shawna focused on building stronger ties through our various programs and the impact has been palpable. Shawna shares her story and why community matters to her. More importantly, she discusses how PSC will continue to aim to emphasize a sense of belonging while building out a world-class community.