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PreSales Podcast by PreSales Collective

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PreSales Podcast by PreSales Collective

James Kaikis | Co-Founder PreSales Collective | PreSales Leadership |

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PreSales Podcast by PreSales Collective is a podcast dedicated to growing the Sales Engineering and 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, trainers, and even companies who have developed products for our profession.
 
Join your hosts Don Carmichael, Adam Freeman, Mark Green and Tom Edwards for a relaxed podcast discussing topics relevant to the PreSales and Buyer Enablement world. This podcast will appeal to anyone in a Presales, Sales Engineering, Solution Engineering role, and also anyone who works with those professions.
 
Beim Sales Excellence Podcast dreht sich alles um erfolgreichen Software-B2B-Vertrieb und Presales. Unsere beruflichen Wege haben uns die letzten 10 Jahre durch verschiedene Unternehmen und Rollen im Vertrieb geführt. Wir glauben an einen strategischen, mehrwert- und kundenzentrierten Vertriebsansatz. Mit unserem Wissen und unserer Erfahrung möchten wir Dir zu neuer Inspiration und mehr Erfolg in Deinem Vertriebs-Alltag verhelfen. Viel Spaß beim Zuhören wünschen Euch Tim & Jan. Du hast Feedb ...
 
PreSales is one of the most strategic teams in a company, but often their stories don't get told -- how they impact revenue, grow and scale their teams, and help shape the company's products. PreSales Heroes is here to tell those stories. Covering both PreSales/sales engineering leadership as well as key individual contributors, we find the most interesting people -- and find out what makes them tick. We cover their Hero Origin Story (how they got into PreSales), and their strategies for giv ...
 
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PreSales Takeover Podcast

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PreSales Takeover Podcast

Audrey Jaspart, Luke Donnelly, Lorna Dowd and Sarah Finlay

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Everyone knows what a salesperson does. But not everyone knows what a PreSales does. So on this podcast, PreSales is taking the mic. That's why we call it the PreSales Takeover Podcast. Audrey, Luke, Sarah and Lorna work in tech companies in Ireland as PreSales Consultants, aka Sales Engineers or Solution Consultants (SCs). We chat about the life of a PreSales - what is a PreSales, what skills are required and much more. Together, we're part of the PreSales Collective Ireland, a branch of th ...
 
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We're back with another of your favourite topics: How buyers are treated at the start of their journey with you (which is NOT, the start of their journey). Peter Cohan and Rob Dean join hosts Adam Freeman, Mark Green and Tom Edwards to discuss this hot topic. Now presales have the tools to scale further up the funnel - what's wrong with providing w…
 
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…
 
--- Tim: “Jan, bei Miro machen wir PLG. Versuchen aber es jetzt mit SLG zu verbinden. Cool, oder?” Jan: “Tim, sehr cool. Ich verstehe nur Bahnhof. Lass mal Podcast dazu machen!” Gesagt. Getan. Wir klären also was Product Led Growth ist und wo der Unterschied zu Sales Led Growth Growth liegt. Spannend natürlich wie sich in einem solchen Umfeld die P…
 
On the PreSales Podcast, James Kaikis and Elena Hutchison connect on "SC Impact on Marketing." Elena, Executive Vice President of Strategy and Product Marketing at Medallia, talks about her career journey up from non-traditional PreSales talent to Solutions Consulting Leader and now Strategy and Product Marketing. During her time at Medallia, Elena…
 
On the PreSales Podcast, James Kaikis and Shamil Turner connect on "Balancing Pre & Post Sales in the World of Start-Ups." Shamil, Manager of Enterprise Solutions Architects at Figma, talks about the reality of early-stage SCs that support both Pre & Post Sale. The reality is that one role is Pitching, and the other role is Painting. In organizatio…
 
Hirnforschung trifft Vertrieb 🎧🎙️ Es braucht mehr Gehirn im Vertrieb - Forschung hilft. Brain-Talk mit Paul Weber Denken hilft zwar, nützt aber nichts. Oder vielleicht doch? Auf jeden Fall sagt @Paul Weber! Denn, Neuromarketing und -vertrieb ist unterrepräsentiert. Und das sollte sich ändern. Darum hat sich Paul mit seinem Co-Autor Prof. Dr. Heiner…
 
On the PreSales Podcast, James Kaikis and Rich Kline connect on the topic "The 5 R’s of Leadership". Rich, Vice President of Solutions Engineering at OwnBackup, talks about the 5 R’s of Leadership: Revenue, Recruiting, Retain, Ramp, and Relationship. The 5 R’s are a way to think about what’s most important and how PreSales Leaders see the bigger pi…
 
This week we're back to our regular podcast series with Adam and Don chatting with Matt Smith, Global Chief Architect at IFS about the world of Value Engineering. Matt is a huge name, and massively influential, in the business value world. We talked about why it's 'Value Engineering' and not 'Value Consulting', why we should be constantly searching…
 
On the PreSales Podcast, James Kaikis and Woody Evans connect on the topic “Business Discovery University.” Woody, Vice President, Global Presales at Delphix, discusses teaching and scaling business discovery within a PreSales Organization. Business Discovery University, or BDU, is a program Woody created to help Solutions Consultants improve the b…
 
Hot Leads & wertvolle Customer Journey 🎧🎙️ Marketing & Vertrieb - lieber gemeinsam als einsam - mit Martin Philipp Wer war zuerst da? Das Marketing? Oder doch der Vertrieb? Und wer ist eigentlich wichtiger für mein Unternehmen? Auch du kannst mindestens eine Horrorstory über den jeweils anderen zu erzählen. Mindestens. Richtig? Dabei weißt auch du,…
 
On the PreSales Podcast, James Kaikis and Piet Saegeman connect on the topic “Strategic Messaging”. Piet, Messaging Strategist at Yamazoni, talks about how good messaging optimizes the buying journey and drives business results. The reality is that every organization has a messaging strategy, but few manage it well. PreSales professionals are often…
 
This week we're on the road with our first ever in-person, live recording of Two Presales in a Pod coming from the very new and shiny Customer Experience Centre at The Access Group. Don, Mark and Adam are today joined by Garin Hess, CEO and Founder of Consensus and Rob Dean, newly joined Head of Presales at Access Group. We presented in person to o…
 
On the PreSales Podcast, James Kaikis and Ash Davis connect on “Communicating Value Effectively.” Ash, Principal Practice Lead at Red Hat and PSC DEEI Council Member, talks about how Value is not about you or your product but the customer. To effectively communicate Value and establish trust, more listening than talking is required. Ash delivers so…
 
Die Parallelen von Gastronomie & Vertrieb 🎧🎙️ Sales - PreSales: Ein Herz und eine Seele, oder? “Wenn du dich mit der Küche nicht verstanden hast, hast du im Service verkackt!”, sagt Marc Graebner. Der muss es wissen, hat er doch im Bayerischen Hof gelernt und ist durch die knallharte Gastro-Schule gegangen. Wie ihm das im SaaS-Vertrieb hilft, Bezie…
 
On the PreSales Podcast, James Kaikis, Alex Navarrete, and Felix Navarrete connect on "Establishing Yourself as A New SE." Felix, Solutions Consultant at Gainsight and recent PreSales Academy graduate, and Alex, Sr. Sales Engineer at Slack, discuss Felix's recent transition to the PreSales profession. Making a career change can be daunting, so Feli…
 
In this episode of 2PAIP we cover all things recruitment. Josh Hill from Ikuto joins us to provide an update on how buoyant the market is, why are people moving and what is the hot skill you need to have on your CV right now to get that dream role?! As ever, please share with your network, follow our Linkedin page and do reach out to join us for an…
 
On the PreSales Podcast, James Kaikis and Diana Cappello connect on the topic "Building a Customer Growth Org". Diana, Director of Solutions Engineering at Eightfold, discusses her experience building out a Customer Growth team at Clari. In this role, Solutions Engineers support the growth of existing customers only. This model is both interesting …
 
Scaling Champions Unternehmerisch denken heißt auch - Achtung Buzzword: Skalierung! Klar ist: Skalierung heißt Fokus und daraus folgt man muss auch mal “Nein” sagen. ➡️ Ab wann lohnt es sich über Skalierung nachzudenken? ➡️ Kennt der deutsche IT-Mittelstand PreSales? ➡️ Wann ist der richtige Zeitpunkt diese Rolle einzuführen? Zusammen mit Johannes …
 
On the PreSales Podcast, James Kaikis and Ajay Jay connect on "The Disparity between Technical Win and Business Win Rates." Ajay, Co-Founder and CEO, talks about his experience with the highly debated Technical Win. Ajay also provides a valuable framework for understanding Technical Win and its impact on organizations related to Sales 3.0.…
 
On the PreSales Podcast, James Kaikis and Dola Akinduro connect on the topic "Always Be Learning". Dola, Senior Manager of PreSales EMEA at Hubspot, talks about her perspective on the constant learning journey that all PreSales professionals are on. Dola provides tactical advice on change and both personal and professional growth.…
 
The Demofest Wrap party - It's exclusive, and you're all invited! After-show goodness from Mark, Don and this week's guests back by popular demand it's John Cook and Sami Focarino from Consensus. Following an exciting week at Demofest, we learn the ups, downs and exciting future for this industry conference pushing the boundaries of what's possible…
 
Quantensprung durch Collaboration-Tech “Aufgaben die früher 2 Stunden gedauert haben, gehen heute in wenigen Minuten von der Hand. Ich bekomme regelmäßig Gänsehaut, wenn ich unsere Kundengeschichten lese.” Kühne Aussage von Guido De Vries, VP DACH bei Miro. Und für uns ein Grund mal genauer nachzufragen. Digitalisierung in Deutschland. Für uns in d…
 
On the PreSales Podcast, James Kaikis and Scott Blacker connect on the topic "Leveraging the Flywheel at Scale”. Scott, Global Head of Solutions Engineering at Atlassian, discusses Atlassian’s go-to-market strategy as it relates to the flywheel. With the topic of Product-Led Growth on the rise, Scott breaks down what the flywheel effect is and how …
 
Die Nerven liegen blank :-) Lieber Recruiter und Personalverantwortlicher, du darfst JETZT aufwachen. Pre-IPO, 500% Wachstum, Series B Funding, Rocket Ship? Boah, geh einfach weg. Mach deine Hausaufgaben und schalt dabei den Kopf an. Im B2B SaaS Vertrieb und Sales Engineering befinden wir uns in einem Arbeitnehmermarkt. Es wird Zeit, dass du als Re…
 
On the PreSales Podcast, James Kaikis and Erin Baker connect on the topic "How To Get Promoted". Erin, Director of Solutions Consulting at AlayaCare and PreSales Collective Ambassador, talks about her promotion journey from Client Success Associate to Solutions Engineer and now Director of Solutions Engineering. Erin has been promoted 4 times durin…
 
17th-19th May is the biggest and boldest presales event of the year, and all the 2PIAP hosts are back this week joined by John Cook and Sami Focarino from Consensus to take you behind the scenes of #Demofest 2022.Join us back stage as we hear how Demofest started, where it is today and where it's going - plus, we get the inside track on why it's LI…
 
7 Jahre Forschung & Praxis endlich vereint “Nächstes Jahr brauchen wir 30% mehr Umsatz! Was sind eure Ideen?” “Mehr Marketing Events!”, “Höhere Preise!”, “Upsell!” Und schon sind wir in der Detaildiskussion zu den Maßnahmen gelandet. Doch genau das ist die Anleitung zum Misserfolg. Stattdessen rät Prof. Dr. Jan Wieseke Vertriebsleitern das sprichwö…
 
On the PreSales Podcast, James Kaikis and Jonathan Friedman connect on "Connecting Product to Value with Better Storytelling." Jonathan, Co-Founder & CEO at Demostack, talks about how the changes in buyer behavior force organizations to take a new approach to selling. PreSales plays a crucial role in the revenue process in this new approach. Soluti…
 
Doppelwechsel beim Tim! “Tim, bei dir steht eine Veränderung an?” - “Richtig Jan, ich werde SE Manager”. Ah verdammt, jetzt habe ich schon wieder alles am Anfang verraten 😂. Macht nichts. Wir sind ja unter uns hier. Congrats lieber Tim zu diesem Schritt und deiner neuen Rolle bei Miro! Und danke, endlich konnte ich mal dich interviewen. Ich war nat…
 
"Don’t look back in anger, I heard em say" - well, we're certainly trying not to! We've all travelled quite the learning journey this past few years when it comes to presales, so should we begrudge the changes or adopt them now as normal? Well, certainly Don, Adam and Mark had quite the set of opinions this week and happily came up with some rather…
 
On the PreSales Podcast, James Kaikis and Katie Meloche connect on the topic "Career Confidence". Katie, Senior Strategic Value Advisor at Adobe, shares her personal experience and story of her career and how not to tie self-worth into career achievements. Katie is vulnerable and open as it relates to the impact of the demands of the PreSales profe…
 
Wilder Westen im Inside Sales Wir brauchen keine SDR Rolle. Wir sollten unseren Fokus darauf legen, gute Leads mit konkreten Kaufvorhaben zu generieren. Dann können uns das Qualifizieren sparen. Das sagt jedenfalls Chris Walker. ➡️ Die Lösung für mehr Kundenzentrierung und Qualität in der Pipeline?➡️ Was sind geeignete KPIs und variable Vergütung f…
 
On the PreSales Podcast, James Kaikis and Rishi Kapoor connect on the topic "The Importance of Team Selling". Rishi is a Consulting Lead Sales Engineer at Alteryx, and a PSC Ambassador, discusses what team selling is, why it is essential, and how, if done right, it unlocks a better customer experience.…
 
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 b…
 
LinkedIn mit Leichtigkeit 14.000 Follower auf LinkedIn! “Ach du Grüne Neune” hätte meine Oma gesagt. Strategischer Deal. 12 Monate bist du schon am machen und tun. Es steht ein Termin mit dem C-Level Executive an und du willst dich perfekt vorbereiten. Also checkst du mal den Sales Engineer von der Konkurrenz aus: 14.000 Follower auf LinkedIn. F*ck…
 
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 wi…
 
We celebrate our 50th episode by tackling a really tricky topic for many PreSales professionals. How do you have an opinion on a sensitive subject and do it with empathy? We have seen global events over recent years with Covid, Black Lives Matter, and the situation in Ukraine as well as many others where people and companies are having to communica…
 
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. I…
 
Busted! Why your approach to LinkedIn is a crime 🚔 Busted! Your approach to LinkedIn is a crime. You send 100 connection requests on LinkedIn per day and whoever accepts the request, will get pitch-slapped. Hey, 0.1% conversion rate is something! You post your company's marketing material on a daily basis. Your colleagues are liking the posts. Hey,…
 
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. …
 
Join Adam, Don and Tom as we discuss your next career step. Are you in the right place to achieve your goals? If so, then stay! If not, there's a world of opportunity out there ready for you to grab. But why do we move, what are the motivations and where do we go? How do we map what we do and who do we talk to? What's more, hear some stories about …
 
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 - Jen…
 
Flirten kann ich! 🔥🔥🔥 Offene Stelle bei Navvis: https://navv.is/salesengineer “Flirten kann ich!” - meinen allerherzlichsten Glückwunsch. Das sind gute Voraussetzungen für eine erfolgreiche Karriere im Vertrieb 🙂 Vertrieb ist wie Tinder. Swipe right! Wir haben ein Match. Nun müssen wir schauen ob es wirklich passt. Wenn ja, super! Wenn nein, kein P…
 
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 …
 
--- 1.600 Führungskräfte aus Vertrieb und Marketing wurden befragt. Beide Funktionen verbindet das gemeinsame Ziel: Der unternehmerische Erfolg. Doch dann, 🥊 ZACK, boxt einem die Realität ins Gesicht und es gibt blaue Augen, denn: ❗ 54% der Marketing Leads sind unzureichend qualifiziert❗ 79% sagen, sie verlieren Kunden, weil gute Kundenkommunikatio…
 
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 …
 
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