Presales Podcast by Presales Collective

On the PreSales Podcast, James Kaikis and Courtney Flickwir connect on the topic "Rearchitecting the Experience". Courtney, Member Experience Manager at PreSales Collective, talks about how we are improving our current PreSales Collective Member Experience. There are many ways to be involved and engaged in PreSales Collective, which can have both benefits and cause confusion. Our new Member Hub and redesigned website are all about a frictionless experience. 

On the PreSales Podcast, James Kaikis and Kevin Mefford connect on the topic "Spring World Tour”. Kevin, Head of Community at PreSales Collective, talks about why PreSales Collective is building community and belonging in the face to face setting. The Spring World Tour is a 17 city event schedule for PreSales professionals to connect and network with their peers. Learn more about where we are going on our events schedule on www.presalescollective.com. Alternatively, all events are listed in our member hub or our https://lu.ma/psc/events PSC Shop for World Tour T-Shirts: https://www.shop.presalescollective.com/ 

On the PreSales Podcast, James Kaikis and Amin Ibrahim connect on the topic "Leveling Up the Demo". Amin, Senior Director of Value and Solutions at Hootsuite & PSLC Council Member, talks about elevating the demo experience. Expectations of our prospects are changing so how do Solutions Consultants alter our demos to meet customers where they are. In this episode, James and Amin reference Donald Miller’s “Creating a Story Brand” book and how things like emotional hoosk, heroes, and villians play a role in captivating audiences. Read Amin’s article on the Pyramid of PreSales on the PreSales Collective blog: https://www.presalescollective.com/post/the-pyramid-of-presales

On the PreSales Podcast, James Kaikis and Tom Banton connect on the topic "Back on the Road". Tom, Global Vice President of Solutions Engineering at eightfold.ai & PreSales Collective Ambassador, shares his experience in face to face customer meetings. As we leave the remote-only world, there are new rules of the game for in person sales meetings. Tom shares his learnings and offers advice for those just starting face to face meetings. 

On the PreSales Podcast, James Kaikis, Ben Fleishman, and Jenna Jienzle connect on the topic "Forging a Foundation for Success". Ben, Director of Solutions Engineering at Showpad and Jenna, Solutions Engineer at Showpad, dicuss the creation and success of their Associate SE program. Listen to Jenna's story from BDR to ASE to SE! Spoiler alert - Jenna just won SE of the Year.

On the PreSales Podcast, James Kaikis and Bonnie Alexander connect on the topic "Increasing Your Visibility". Bonnie, PreSales Manager, talks about the importance of building your brand internally and external. As PSC continues to discuss elevating the role of PreSales, Bonnie provides guidance to PreSales professionals to get the recognition they deserve!

On the PreSales Podcast, James Kaikis and Sheryl Stering connect on the topic "Transition to Director of Sales". Sheryl, Director of Sales and National Accounts at Omnigo, discusses her move from Systems Engineering into Sales. Sheryl's background in PreSales is allowing her to approach sales with a different perspective, which is making an impact on her organization!

On the PreSales Podcast, James Kaikis and Neil McLean connect on the topic "State of Product Demos". Neil, Co-Founder and CEO at Navattic, reviews the results of the PreSales Collective & Navattic State of Product Demo survey. Buyer expectations are changing and standard sales led demos are still the most common way most prospects first engage with a product but prospects are looking for alternatives. See the report here: State of Product Demo Report

On the PreSales Podcast, James Kaikis and Thomas Bieser connect on the topic "A Story About Hyper-Growth". Thomas, VP of Global Solutions Consulting at Forter, talks about his experience as one of the first Solution Consultant at OKTA. Thomas shares his learning and perspective about Hyper-Growth as he saw OKTA grow from a 1 million to 1 billion dollar company. 

On the PreSales Podcast, James Kaikis and Dr. Brian Glibkowski connect on the topic "Answer Intelligence". Dr. Glibkowski, Author of Raise your AQ, talks about how questions and answers are both important to PreSales. While we typically focus on questions, or objections, answers are just as important. To note, James is a co-author of the Sales AQ Chapter in Raise your AQ.  Link to PreSales Collective blog article: https://www.presalescollective.com/post/steve-jobs-had-high-aq-and-so-can-you