Shows
Presales Podcast by Presales CollectiveInsights from an SE-Leader-Turned-Recruiter: Why Classic Job Hunting is DeadIn this second part of our conversation with Raphael Joseph, former SE turned recruiter and founder of Brando Tech, Jack Cochran and Matthew James dive deep into why traditional job hunting methods no longer work in today's market. Raphael shares strategic insights on how SEs should approach job searching in 2025, treating themselves as products and leveraging their natural skills to navigate the competitive landscape. IMPORTANT: This is Part 2 of a two-part series. Make sure to listen to Part 1 first for the complete discussion on personal branding and LinkedIn optimization. To join the show live, follow...2025-06-0235 min
Presales Podcast by Presales CollectiveInsights from an SE-Leader-Turned-Recruiter: Personal Branding for SEs with Raphael JosephIn this episode, Jack Cochran and Matthew James are joined by Raphael Joseph to discuss the critical importance of building a strong LinkedIn profile for PreSales professionals. They explore how the platform has evolved as a powerful career tool, especially in today's competitive job market. Raphael shares practical tips on crafting a professional presence that highlights your unique value proposition, explains the impact of consistent engagement, and offers advice on creating authentic content that resonates with hiring managers. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates...2025-05-1935 min
Presales Podcast by Presales CollectiveForecast This: Why Presales Belongs in the RoomIn this episode, Jack Cochran and Matthew James are joined by Karthik Krishna, Manager of Solutions Engineering at Freshworks and Presales Collective's Regional Community Leader for Chennai. They explore how Solutions Engineers can gain strategic influence in deal cycles beyond just giving demos and answering technical questions. Episode Highlights Karthik shares his journey from developer to pre-sales professional The evolution from "demo-giver" to strategic partner in deal cycles How SEs can co-own opportunities with Account Executives Navigating tough conversations when deals aren't a good technical fit Building credibility to...2025-05-0534 min
Presales Podcast by Presales CollectiveBuy, Sell, Beware: Examining the Ethics of AI with Dianna CappelloToday’s episode was recorded during Presales Collective’s AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo Engineering at Eightfold. The discussion explores how AI is transforming the presales landscape, from creating demo environments to navigating AI buying committees and addressing hiring practices in tech. Diana shares insights from her 20-year journey in AI, offering valuable perspectives on maintaining customer trust while leveraging AI tools. 2025-04-2140 min
Presales Podcast by Presales CollectivePresales People in Disguise with Alex NationIn this episode, Jack Cochran (General Manager, Presales Collective) and guest co-host Allison Macalik dive into the topic of "Presales People in Disguise" with Alex Nation. They explore the journey into presales roles, the importance of effective discovery techniques, the power of silence in customer interactions, and the unique relationship between presales professionals and sales teams. Alex shares valuable insights from her career transition from retail to tech, highlighting key skills that have made her successful in the presales world. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community...2025-04-0731 min
Presales Podcast by Presales CollectiveWinning Complex Deals: How AI Empowers Sales Teams with Manisha RaisinghaniIn this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is...2025-03-2437 min
FoodStripFast FoodJack and Jerome are back to dish on all things fast food in Las Vegas! From guilty pleasure drive-thru favorites to childhood fast food memories, the guys cover it all in this entertaining episode.00:00 - Intro and catching up01:23 - Favorite fast food picks09:35 - Fast food nostalgia14:00 - Airport food philosophy21:38 - Starbucks food failures25:05 - Fast food on the Las Vegas StripJerome's top picks: Wendy's fries and Junior Bacon Cheeseburger, In-N-Out (but only when drinking)Jack's...2025-03-2333 min
Presales Podcast by Presales CollectiveFrom Novice to Expert: Presales Career Paths with Kalyan RamkumarIn this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is...2025-03-1033 min
Presales Podcast by Presales CollectiveExploring Value in Modern Tech Sales with David YockelsonIn today's episode, Jack Cochran and Matthew James sit down with David Yockelson, Distinguished VP and Gartner Fellow, to discuss the evolution of value realization in tech sales. They explore how buyer behaviors have changed, the importance of understanding customer needs before leading with technology, and practical approaches for pre-sales professionals to shift towards value-based selling. To join the show live, follow the PreSales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts and Guest Connect...2025-02-2435 min
Tech World Human SkillsEP50: You Don't Need To Demo Tech To Win with Jack CochranIn this episode we're talking about how you don't need to demo tech to win. You don't need to show people loads of tech, to convince them your solution is the best. What? Controversial.
Our guest today is Jack Cochran. He is a seasoned pre-sales veteran and General Manager at The Pre-Sales Collective.
The Tech World Human Skills Podcast is produced by people in the tech world for people in the tech world. Learn tips and best practices that help you thrive in your career.
Show Links
Ben...2025-02-1945 min
Presales Podcast by Presales CollectiveBeyond Automation: Amplifying SE Teams using AI Agents with Dean ShuShow Notes In today's episode, Dean Shu (CEO & Co-founder, Arphie) joins Jack Cochran and Matthew James to discuss AI agents in PreSales and the evolution of the industry. They explore the changing landscape of PreSales leadership, practical applications of AI, and strategies for evaluating AI solutions. Thank you to Arphie for sponsoring this episode. Arphie is the leading AI-powered platform for automating RFPs and security questionnaires. Arphie empowers teams — from the Fortune 500 to high-growth startups — to save time, improve accuracy, and deliver results faster than ever by combining your prior responses and company context with the...2025-02-1036 min
Presales Podcast by Presales CollectiveHuman Qualities of Presales Leadership with Ron WhitsonIn this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top individual contributors to successful team leaders. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links Follow the Hosts & Guest Connect with Jack Cochran: https://www.l...2025-01-2734 min
Presales Podcast by Presales CollectiveThe State of Presales in 2025 with Matthew JamesIn today’s episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debates. The episode offers insights into career development opportunities beyond traditional paths and emphasizes the importance of community involvement in shaping the future of pre-sales. To join the show live, follow the PreSales Collective’s LinkedIn page or join the PSC Slack community for updates. The show is bi-w...2025-01-1335 min
Presales Podcast by Presales CollectiveSneak Peek at 2025As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast. Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each episode. 2024-12-1603 min
Presales Podcast by Presales CollectiveA Fireside Chat with the New GM of PSCToday on the PreSales Podcast we have an exciting announcement, we have the pleasure and opportunity to announce the next General Manager at PreSales Collective, Jack Cochran. We talk about this exciting new chapter for PreSales Collective, how we are expanding with a new PreSales Collective board of directors, the excitement of hitting the milestone of 50,000 members, and the community's future. What I love most about Jack is that he is deeply rooted in this thing, he has experience running communities, content creation, like his podcasts, and a passion to drive the collective forward. 2024-11-1841 min
Beyond PresalesPaul Krauss | Stress Warning SignsJack Cochran is joined by Paul Krauss. We continue our conversation from the last episode. Today we explore how to better identify the things that lead to burnout and how to deal with it when you are experiencing high stress.Book discussed during the interview: Panic Proof: The New Holistic Solution to End Your Anxiety Forever by Dr. Nicole Cain Paul Krauss MA LPC is the Clinical Director of Health for Life Counseling Grand Rapids, home of The Trauma-Informed Counseling Center of Grand Rapids. Paul is also a Private Practice Psychotherapist, an Approved EMDRIA Consultant...2024-11-0533 minBeyond PresalesPaul Krauss | Emotional Intelligence improves Sales Quota AttainmentJack Cochran is joined by Paul Krauss to talk about the actual mental health science around focusing on yourself and the benefits to your job when you do so.Paul Krauss MA LPC is the Clinical Director of Health for Life Counseling Grand Rapids, home of The Trauma-Informed Counseling Center of Grand Rapids. Paul is also a Private Practice Psychotherapist, an Approved EMDRIA Consultant , host of the Intentional Clinician podcast, Behavioral Health Consultant, Clinical Trainer, Counseling Supervisor, and Meditation Teacher. Paul is now offering consulting for a few individuals and organizations. Paul is the creator of the...2024-10-2234 minBeyond PresalesMatthew James | Always have a strategy and a planJack Cochran is joined by guest Matthew James. The discussion focuses around video games, strategy, and how this can make us better sellers.Matthew Young James is a former banker turned top-performing Solutions Engineer. After starting his career at Goldman Sachs, Matthew saw the opportunity to revolutionize the financial industry through technology. Since then, Matthew has been in client facing roles at leading fintechs. He's been a Solutions Engineer at Codat for four years, serving banks like JPMorgan and is passionate about modernizing the financial landscape and the working environment.Links:2024-10-0825 minBeyond PresalesMatthew James | Never practice in front of your customersJack Cochran is joined by guest Matthew James to talk about music and presales.Matthew Young James is a former banker turned top-performing Solutions Engineer. After starting his career at Goldman Sachs, Matthew saw the opportunity to revolutionize the financial industry through technology. Since then, Matthew has been in client facing roles at leading fintechs. He's been a Solutions Engineer at Codat for four years, serving banks like JPMorgan and is passionate about modernizing the financial landscape and the working environment.Links:Beyond Presales: https://beyondpresales.xyz/Beyond...2024-09-2432 minBeyond PresalesRon Whitson | Tennis is good for your brainRon Whitson joins Jack Cochran, continuing their conversation about tennis. In this episode they explore the deeper mental health benefits to tennis and other hobbies.Ron Whitson is an experienced Presales leader with a strong background in sales engineering and solution consulting. With a natural ability to take complex software and present it in a simple, straightforward way, Ron excels at connecting with audiences and earning their trust through storytelling abilities.As an effective team leader, Ron has a track record of building and leading high-performing teams. He is also a Leadership member of the...2024-09-1031 minBeyond PresalesRon Whitson | Tennis and PresalesRon Whitson joins Jack Cochran this week on Beyond Presales to talk about all things Tennis!Ron Whitson is an experienced Presales leader with a strong background in sales engineering and solution consulting. With a natural ability to take complex software and present it in a simple, straightforward way, Ron excels at connecting with audiences and earning their trust through storytelling abilities.As an effective team leader, Ron has a track record of building and leading high-performing teams. He is also a Leadership member of the PreSales Collective, where he facilitates courses and serves as...2024-08-2727 min
FoodStripRestaurant TestJack and Jerome talking about how to test if a restaurant is good2024-08-2043 min
Bristle BoyzInterview with Jack CochranThis week's episode features legendary high school football coach Jack Cochran! Jack takes us on a journey through his career, from his early days as a tight end at Norwich University to his incredible success building a winning program at Bloomfield High School. Here are some of the highlights you won't want to miss:Jack discusses his playing career, including his wrestling background and transition to tight end.He shares the challenges and triumphs of taking over a struggling Bloomfield program with a limited number of players.We hear about the thrilling state championship...2024-05-121h 40
Demo JockeysCan we get our focus back? | Stolen FocusIt's hard to stay focused. We're hoping this month's book can provide some great tips and tricks to getting our focus back! Turns out things are not all as they seem. Join Jack Cochran and Adam DiTomasso as they get clickbaited this month.This month's book is Stolen Focus by Johann Hari. Pick up a copy (or don't).Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Next month's book is 4 Pillars of Critical Thinking by Patrik Ian Meyer. ...2024-04-1324 min
Demo JockeysGuest: Mattie Stremic | Bologna vs Peanut Butter. The debate continues | Stories that StickSometimes you have to hide your facts within your stories. Like the medicine in the peanut butter or bologna for your dog. I mean, is there even a better way? There are BAD ways to tell stories! Adam, Jack, and special guest Mattie Stremic discuss Stories that Stick. Pick up a copy of Stories that Stick by Kindra Hall.Also mentioned Never Split the Difference by Chris Voss.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Join our...2024-03-2824 min
Demo JockeysGuest: Mattie Stremic | The devil ... and the good story ... is in the details | Stories that StickBusiness storytelling needs an overhaul! Join Adam, Jack, and our guest Mattie Stremic as they talk about bad starts to demos, Vanna White, how everyone has a story to tell, getting feedback from others, and adding in specific details to keep your stories real.Pick up a copy of Stories that Stick by Kindra Hall.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Join our Slack community today to join the conversation and join us backstage during recordings!...2024-03-2131 min
Demo JockeysHow to NOT SUCK at Storytelling | Stories that StickThis month Adam DiTomasso and Jack Cochran are discussing storytelling after reading Stories that Stick by Kindra Hall. Join us for conversations about motorcycles, sports, middle school failures, and why your stories probably suck (and how to fix that)!Pick up a copy of Stories that Stick by Kindra Hall.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Join our Slack community today to join the conversation and join us backstage during recordings!Next month's book is Stolen...2024-03-1429 min
Demo JockeysGuest: Peter Cohan | Discovery Closes Deals | Doing DiscoveryJoin your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This month's book is Doing Discovery by Peter Cohan, who joins us for this episode!Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and...2024-02-2933 min
Demo JockeysGuest: Peter Cohan | Discovery Builds Trust | Doing DiscoveryJoin your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This month's book is Doing Discovery by Peter Cohan, who joins us for this episode!Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and...2024-02-2230 min
Demo JockeysThe Most Important Skill for Presales | Doing DiscoveryJoin your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This month's book is Doing Discovery by Peter Cohan.We have a community: Demo Jockey Slack Community! We will soon be opening up the backstage for you to listen and engage LIVE with us during our recording sessions. Check the Slack for more details.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more. Next month's book is...2024-02-1533 min
FoodStripBest Pizza in Las Vegas | Double Zero Pie and PubJack and Jerome visit Double Zero Pie and Pub in Chinatown. Home to THE BEST pizza in Las Vegas (spoilers!)https://www.doublezeropie.com/2024-01-2632 min
Demo JockeysGuest: Chris White | Nobody wants to buy a Shovel | Six Habits of Highly Effective Sales EngineersThis month's book is Six Habits of Highly Effective Sales Engineers by Chris White. Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This week we are joined by Chris!Follow Chris White on LinkedInCheck out his weekly LinkedIn Live show: Tech Sales AdviceBecome Six Habits CertifiedBe sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more. Join the discussion in our Slack community (link available...2024-01-2538 min
Demo JockeysGuest: Chris White | Focus on your Customer | Six Habits of Highly Effective Sales EngineersThis month's book is Six Habits of Highly Effective Sales Engineers by Chris White. Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This week we are joined by Chris!Follow Chris White on LinkedInCheck out his weekly LinkedIn Live show: Tech Sales AdviceBe sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more. Join the discussion in our Slack community (link available on our website)2024-01-1828 minFoodStripLa Neta Cucina y LoungeJack and Jerome head to Summerlin to check out a chique Mexian restaurant called La Neta Cucina y Loungehttps://www.lanetacocina.com/las-vegas/2024-01-1234 min
Demo JockeysClick Every Click | Six Habits of Highly Effective Sales EngineersThis month's book is Six Habits of Highly Effective Sales Engineers by Chris White.Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Next month's book is Doing Discovery by Peter Cohan.Music: The Wu Town Shuffle by Mr. Lincoln2024-01-1130 min
Demo JockeysBuilding AE Partnerships | Six Habits of Highly Effective Sales EngineersThis month's book is Six Habits of Highly Effective Sales Engineers by Chris White.Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Next month's book is Doing Discovery by Peter Cohan.Music: The Wu Town Shuffle by Mr. Lincoln2024-01-0431 min
Demo JockeysPermission to Fail with Ron Whitson | RangeThis month's book is Range by David Epstein.Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys. This month we welcome Ron Whitson, VP of Global Presales Services at Seismic. Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Next month's book is Six Habits of Highly Effective Sales Engineers by Chris White.2023-12-2821 min
Demo JockeysTiger Woods vs Roger Federer with Ron Whitson | RangeThis month's book is Range by David Epstein.Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys. This month we welcome Ron Whitson, VP of Global Presales Services at Seismic. Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Next month's book is Six Habits of Highly Effective Sales Engineers by Chris White.2023-12-2122 minFoodStripBLVD GrilleJack and Jerome head to a new bar on Water Street in Henderson. Replaces the old Hardway 8. Becky is along for commentary.https://www.theblvdgrille.com/2023-10-0838 minFoodStripZen CurryJack, Jerome, and Becky head to Chinatown just west of the strip to check out some Japanese curry at Zen Curry.https://www.curryzen.com/2023-09-2421 minFoodStripNight + MarketJack and Jerome head to Night + Market at the Virgin Hotel. https://virginhotelslv.com/dine-and-drink/night-market/2023-09-1034 min
Path to PreSalesFrom Essential Reading to Leading in PreSales w/Jack CochranIn this episode, we sit down to explore the path to presales of Jack Cochran, Director of Solutions Consulting at ActionIQ.There is so much to be learned from Jack's story, leadership style, and perspective. We deep dive into how reading has not only shaped his professional outlook but also honed his leadership skills. From recommended reads to career-defining strategies, Jack provides awesome advice for PreSales success that you won't want to miss!2023-09-0135 minFoodStripBoom BangJack and Jerome are joined by Becky as we head BACK to Boom Bang Fine Food & Cocktails to give it one more try.2023-08-2742 min
Demo JockeysNew presales podcast coming in October!Jack Cochran and Adam DiTomasso are launching a brand new presales podcast on October 5th. We're going to be reading through sales and non-sales focused books and talk about topics from them related to presales.2023-08-2503 minFoodStripCrossroads KitchenJack and Jerome visit Crossroads Kitchen in Resort World on the strip in Las Vegas.Find video of the episodes on Youtube:https://www.youtube.com/@FoodStripPodcast/featured2023-08-1328 minFoodStripBlack SheepJack and Jerome (re)visit Black Sheep off the strip.2023-07-3034 minFoodStripProper Eats Food HallJack and Jerome check out the Proper Eats Food Hall in the Aria.https://www.propereatslasvegas.com/2023-07-1635 minFoodStripAzzurra Cucina ItalianaJack, Jerome, and Becky check out Azzurra Cucina Italiana, a cute Italian restaurant on Water Street in Downtown Henderson.2023-07-0228 minFoodStripRetro by VoltaggioJack and Jerome check out Retro by Voltaggio in Mandalay Bay. A short-term pop-up restaurant featuring retro nostalgia and up-scaled classic dishes.2023-06-1827 min
Presales Podcast by Presales CollectiveA Venture Capitalist's View [of PreSales] w/Doug LandisOn the PreSales Podcast, James Kaikis and Doug Landis connect on the topic "A Venture Capitlist's View of PreSales". Doug, Growth Partner at Emergence Capital, talks about his view regarding the importance of the PreSales professional in Go-To-Market Organizations. Sales Engineers are having their day in the sun and Doug explains why. 2021-07-1237 min
Presales Podcast by Presales CollectiveLevel Up Your Ally Game w/Karen CatlinOn the PreSales Podcast, James Kaikis and Karen Catlin connect on the topic "Level Up Your Ally Game". Karen, an Advocate for Inclusive Workplaces, talks about why she started a company to promote being a better ally and how we as PreSales professionals can be more inclusive in the workplace. More information on Karen's newsletter and books can be found at betterallies.com 2021-07-0533 min
Presales Podcast by Presales CollectiveBuilding Your Personal Brand w/Christine Ehrenberger StegmeyerOn the PreSales Podcast, James Kaikis and Christine Ehrenberger Stegmeyer connect on the topic "Building Your Personal Brand". Christine, Vice President of Solutions Consulting Americas at ServiceNow, talks about how and why your personal brand is so important both internally and externally. Christine provides elements of a personal brand and a framework for Sales Engineers to do a Brand Audit. 2021-06-2831 min
Presales Podcast by Presales CollectiveSix-Month Check In w/Supriya YerramilliOn the PreSales Podcast, James Kaikis and Supriya Yerramilli connect on the topic "Six-Month Check in: Life as a SE". Supriya, Sales Engineer at IT Glue, talks about her experience breaking into PreSales, getting hired as a Solutions Engineer, and ramping into the role. Supriya has hit the ground running and even won "SE of the Quarter" in her first ramped quarter. 2021-06-2126 min
Presales Podcast by Presales CollectiveLeading from the Front w/Lee JohnsonOn the PreSales Podcast, James Kaikis and Lee Johnson connect on the topic "Leading from the Front". Lee, Solution Architecture & Sales Engineering Lead at Virtustream and Chairman of the PreSales Collective DEEI council, talks about Diversity Issues within PreSales. With the creation of our PreSales Collective Diversity, Equity, Equality, and Inclusion program, Lee and team are making the PreSales world a better place. Books referenced: Robert Livingston - The Conversation James Clear - Autonomic Habits Grant Cardone - The 10X rule 2021-06-1437 min
Presales Podcast by Presales CollectiveThe Process w/Pat McQueenOn the PreSales Podcast, James Kaikis and Pat McQueen connect on the topic "The Process". Pat, SVP of Operations and Sales Engineering at Copado, talks about his experience in hypergrowth as an early employee at Salesforce.com and Salesforce.org. Pat discusses how instituing frameworks allowed for increased speed and velocity within his PreSales teams. 2021-06-0738 min
Presales Podcast by Presales CollectiveThe Technical Win w/Richard ArmstrongOn the PreSales Podcast, James Kaikis and Richard Armstrong connect on the topic "The Technical Win". Richard, Head of Americas Solutions Engineering at Cloudflare, talks about the highly debated Technical Win and how it allows organizations to be clearer on what Sales Engineers are accountable for. As PreSales professionals, We must be able to show the business quantifiable results, how and to what extent we are contributing.2021-05-3131 min
Presales Podcast by Presales CollectiveA Year in Review w/Yuji HigashiOn the PreSales Podcast, James Kaikis and Yugi Higashi connect on the topic "A Year in Review". Yuji, Co-Founder of the PreSales Collective, talks about the genesis of the PreSales Collective on our one year anniversary of the podcast. One year later, what started as an idea to bring PreSales professionals together, is an 11,000 member global community. 2021-05-2429 min
Presales Podcast by Presales CollectiveA PreSales Journey w/David MaloofOn the PreSales Podcast, James Kaikis and David Maloof connect on the topic "A PreSales Journey". David, GVP of Solution Engineering, Strategic Advisory Services & Scout Academy at Salesforce, talks about his PreSales Journey. From Sales Rep to Product to PreSales, David has worked in a number of capacities that has shaped the way he approaches PreSales. 2021-05-1731 min
Presales Podcast by Presales CollectiveSummer Reading List! w/Steve Bullington, David Ledger, Carly Wennogle, Mike PastoreEpisode Description: On the PreSales Podcast, James Kaikis is joined by PreSales Book Club Leaders Steve Bullington & David Ledger plus active book club members Carly Wennogle and Mike Pastore. The crew discusses the PSC Book Club and each guests pitches a different book to read this summer!Steve - LifeScale by Brian Solis David - Range by David Epstein Carly - Radical Candor by Kim Scott Mike - Speed of Trust by Steven M.R. Covey2021-05-1048 min
Presales Podcast by Presales CollectiveBuilding a Complex GTM Organization w/Peter PolizziOn the PreSales Podcast, James Kaikis and Peter Polizzi connect on the topic "Building a Complex GoToMarket (GTM) Organization. Peter, Senior Vice President of Market Strategies and Technical Sales, talks about his new role at Splunk and how it could be the future of PreSales. Peter’s new role unifies five different departments under one roof to have a unified go to market message.2021-05-0338 min
Presales Podcast by Presales CollectiveEmpowering Your People w/Naz IraniOn the PreSales Podcast, James Kaikis and Naz Irani connect on the topic "Empowering Your People". Naz Irani, Head of Enterprise and Strategic Solutions Architecture at Stripe and President of the PreSales Leadership Collective's Council, discusses her experiences with empowering people. In this episode, Naz will explain how empowerment is the key to building a culture of high performance, innovation, and driving career growth.2021-04-2626 min
Presales Podcast by Presales CollectiveHow Technology helps PreSales Professionals Close Deals Faster w/Ganesh ShankarOn the PreSales Podcast, James Kaikis and Ganesh Shankar connect on the topic "How Technology helps PreSales Professionals Close Deals Faster". Ganesh, Co-Founder and CEO of RFPIO, talks about why a former product manager decided to build a company dedicated to automating the RFP response process and equipping PreSales teams. Learn more about RFPIO 2021-04-1934 min
Presales Podcast by Presales CollectiveScaling New Logo PreSales Teams w/Kathy Horan LalamaOn the PreSales Podcast, James Kaikis and Kathy Horan Lalama connect on the topic "Scaling New Logo PreSales Teams". Kathy, Director of Solutions Engineering, talks about Scaling New Logo PreSales teams. Some organizations approach selling to new logos the same way that they sell to the existing install base. In this episode, Kathy talks about why and how the motions are different. 2021-04-1230 min
Presales Podcast by Presales CollectiveThe Edutainer! w/Stephen MillerOn the PreSales Podcast, James Kaikis and Stephen Miller connect on the topic "The Edutainer". Stephen, Brand Ambassador and PreSales specialist, talks about the role of the Edutainer. More importantly, how educating and entertaining are two critical components in being a stellar Sales Engineer. 2021-04-0529 min
Presales Podcast by Presales CollectiveIndustry Experience - Transition to PreSales w/James DaiOn the PreSales Podcast, James Kaikis and James Dai connect on the topic "Industry Experience - Transition to PreSales". James, Strategic Lead Solution Engineer at Salesforce, talks about his transition from the Manufacturing industry into a Solutions Engineering role. James walks us through his journey to find a PreSales role, how he stood out in the interview process, and what he did to provide an immediate impact upon being hired. 2021-03-2929 min
Presales Podcast by Presales CollectiveA PreSales Journey w/Cindy Goodwin-SakOn the PreSales Podcast, James Kaikis and Cindy Goodwin-Sak connect on the topic "A PreSales Journey". Cindy, Vice President of Global Security Sales Engineering Organization, talks about her PreSales career. Cindy made an early decision to commit to Cisco as her product of choice so she's been in the Cisco ecosystem for nearly 20 years. In her journey, she faced many challenges but has overcome them to have a wildly successful career.2021-03-2230 min
Faisel and Friends: A Primary Care PodcastEp. 2: Licensed to Treat, Expected to Lead w/ Dr. Jack CochranThe current fee-for-service healthcare system is wasteful and it’s chaotic. As physicians, we all know that we must transition away from the transactional fee-for-service model. We were trained to heal, not to lead. In this episode, we talk to Dr. Jack Cochran about how doctors can lead healthcare delivery. Listen in and learn how physician leadership will transform healthcare in America.For a copy of Dr. Cochran’s book most recent book: Healer, Leader, Partner: Optimizing Physician Leadership to Transform Healthcare, click here.You may also be interested in Dr. Cochran’s earlier book: The Do...2021-03-1655 min
Presales Podcast by Presales CollectiveThe Why of Value Engineering w/Kiana McCormickOn the PreSales Podcast, James Kaikis and Kiana McCormick connect on the topic "The Why of Value Engineering". Kiana, Senior Value Engineer at DocuSign, talks about what the Value Engineering role is and why it is an important aspect in the sales process. When paired with the selling team, the Value Engineering team can help bring the product or solution to life.2021-03-1529 min
Presales Podcast by Presales CollectiveWinning the Technical Sale with Architecture w/Chase SchultsOn the PreSales Podcast, James Kaikis and Chase Schults connect on the topic "Winning the Technical Sale with Architecture". Chase, Director of Architect & Cloud Specialists at Salesforce.org, talks about the Solutions Architect role and how it is similar but different than the Sales Engineer role. Solutions Architects can take on the technically intense aspects of a sale conversation. 2021-03-0838 min
Presales Podcast by Presales CollectiveLet's Talk About Careers w/Rob FalconeOn the PreSales Podcast, James Kaikis and Rob Falcone connect on "Let's Talk About Careers". Rob Falcone, Senior Director of Sales Engineering and Strategy at Guru, talks about his career journey and two recent conversations that he had with others relating to career advice. Societal pressures and a comparison culture force many to be in a constant state of evaluation when it comes to career progression. 2021-03-0129 min
Presales Podcast by Presales CollectivePreSales Career Paths - Going Upmarket w/Ryan Deemer On the PreSales Podcast, James Kaikis and Ryan Deemer connect on the topic "PreSales Career Paths - Going Upmarket". Ryan, Enterprise System Engineer at Veeam Software, talks about his progression from inside sales engineer to field sales engineer. In this episode, we also talk about the differences between smb and enterprise selling motions.2021-02-2222 min
Presales Podcast by Presales CollectiveContinuously Improve w/David MarshOn the PreSales Podcast, James Kaikis and David Marsh connect on the topic "Continuous Improvement". David Marsh, Vice President of Global Sales Engineering, talks about Testing Business Ideas to improve your craft and building a continuous learning theme. Creating a culture of learning will level up your Sales Engineering team. 2021-02-1530 min
Presales Podcast by Presales CollectivePromotion to Leadership - Part 2 w/Kelley Pidhirsky & Emily DunnOn the PreSales Podcast, James Kaikis, Kelley Pidhirsky, and Emily Dunn connect on the topic "Part 2: Transition into Leadership”. Kelley, Manager of Solutions Engineering at DocuSign, & Emily, Manager of Sales Engineering at Pendo, talk about their recent promotions to Leadership. Kelley was previously on episode 11, so we learn what has changed for her and what advice she has for Emily, who is six weeks into her Leadership journey. 2021-02-0843 min
Presales Podcast by Presales CollectiveA PreSales Journey w/Jeff MargoleseOn the PreSales Podcast, James Kaikis and Jeff Margolese connect on the topic "A PreSales Journey". Jeff, Senior Vice President of Global Solutions Consulting at ServiceNow, talks about his journey through PreSales. Throughout this episode, we learn Jeff's perspective on what has changed in the industry, what leading a global team is like, and how to make your PreSales org a destination. 2021-02-0140 min
Presales Podcast by Presales CollectiveBuilding the Next Generation of PreSales w/Tanner Drake & Dalton FiteOn the PreSales Podcast, James Kaikis, Tanner Drake, and Dalton Fite connect on the topic "Building the Next Generation of PreSales". Tanner, Solutions Engineer at VMWare, and Dalton, Technical Sales Intern at Trane, talk about how the National Society of Sales Engineers (NSSE) is building awareness to the PreSales profession at the university level. 2021-01-2534 min
Presales Podcast by Presales CollectiveHow to Get Hired at a PSC Hiring Event w/Charlie Gerrior & Joel DuffieldOn the PreSales Podcast, James Kaikis, Charlie Gerrior, and Joel Duffield connect on the topic "How to get Hired at a PSC Hiring Event." Charlie, Senior Solutions Engineer at Segment, and Joel, Solutions Consultant at Vidyard, talks about how Charlie put together an amazing PreSales job event and Joel was hired by Vidyard at that event. In this episode, we dig into what allowed Joel to stand out in the hiring process.2021-01-1831 min
Presales Podcast by Presales CollectiveDynamic Duos 2 w/Stephanie Smith & Annie RamadanOn the PreSales Podcast, James Kaikis, Stephanie Smith, and Annie Ramadan connect on the topic "How to become a Dynamic Duo”. Stephanie, Senior Solutions Engineer at Salesforce, and Annie, Account Executive at Salesforce, talk about their working relationship and how it leads to a successful partnership. Stephanie gives insights into how she ensures her and Annie are on the same page when solutioning for customers. 2021-01-1132 min
Presales Podcast by Presales CollectiveWhy Giving Back Matters w/Paul BaptistOn the PreSales Podcast, James Kaikis and Paul Baptist connect on the topic "Why Giving Back Matters". Paul, Senior Director of Solutions Consulting at ServiceNow, is incredibly passionate about Giving Back and we are going to set 2021 off right by talking about the power of giving back.2021-01-0439 min
Presales Podcast by Presales CollectiveJustifying PreSales Headcount w/Greg PetersOn the PreSales Podcast, James Kaikis and Greg Peters connect on the topic "Justifying PreSales Headcount". Greg, Senior Vice President of PreSales & Customer Success at Alteryx, talks about the ways to quantify the impact of your PreSales organization in order to prove ROI to the business. One of the tougher topics for our profession, Greg provides actionable takeaways in order to build political capital with Finance.2020-12-2832 min
Presales Podcast by Presales CollectiveRaising Awareness of PreSales Internally w/Halyna SemenovaOn the PreSales Podcast, James Kaikis and Halyna Semenova connect on the topic "Raising Awareness of PreSales Internally”. Halyna, VP Engagement and Pre-Sales at SoftServe, talks about raising awareness to PreSales via an internal community and a week long event. PreSales Talks was a successful internal conference to highlight the amazing work of the PreSales team.2020-12-2131 min
Presales Podcast by Presales CollectiveIdeal Persona Profile, the Real Ideal Customer Profile w/Richard HarrisOn 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.2020-12-1432 min
Presales Podcast by Presales CollectivePreSales, the Swiss Army Knife w/Semir JahicDescription: 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.2020-12-0725 min
Presales Podcast by Presales CollectiveBuilding Technical Enablement for the Community w/Gokul SridharanOn 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.2020-11-3024 min
Presales Podcast by Presales CollectivePartnering with Customer Success w/Ashvin VaidyanathanOn 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. 2020-11-2330 min
Presales Podcast by Presales CollectiveHow to Advocate for Yourself as a Remote Employee w/Cortney ZammOn 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 2020.2020-11-1626 min
Presales Podcast by Presales CollectiveScaling PreSales w/Garin HessOn 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.2020-11-0933 min
Presales Podcast by Presales CollectivePower of Why w/Brad HermanOn 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.2020-11-0234 min
Presales Podcast by Presales CollectiveLeading Transformational Projects w/Marjorie AbdelkrimeOn 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.2020-10-2626 min
Presales Podcast by Presales CollectivePost Sale to PreSales w/Pabel MartinOn 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.2020-10-1930 min
Presales Podcast by Presales CollectiveDipping Your Toes into Sales w/Ramzi MarjabaOn 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.2020-10-1224 min
Presales Podcast by Presales CollectiveDetails are the Difference w/Eric RodwellOn the PreSales Podcast, James Kaikis and Eric Rodwell connect on the topic "Detail are the Difference". Eric, Vice President of Sales Engineering, talks about why details matter in how you operate, how you communicate, and how it helps you win deals in Sales. This episode is a good refresher that not everyone is detail oriented but the details are the difference between good and great.2020-10-0527 min
Presales Podcast by Presales CollectiveWorking Across Cultures w/Bren SapienceOn the PreSales Podcast, James Kaikis and Bren Sapience connect on the topic "Working Across Cultures". Bren, Global Director of Sales Engineering at Automation Anywhere, talks about his experience working in multiple geographies and his learnings from those experiences. Understanding cultural differences can really go a long way in building trust and continuity with your employees and peers.2020-09-2835 min
Presales Podcast by Presales CollectiveSeat at the [Executive] Table w/Freddy MagnumOn the PreSales Podcast, James Kaikis and Freddy Magnum connect on the topic "Seat at the Executive Table”. Freddy, Venture Consultant at ForgePoint Capital, talks about PreSales having a Seat at the Executive Table. Freddy offers his insight as an executive on what the PreSales profession should be doing to elevate and how to do so.2020-09-2128 min
Presales Podcast by Presales CollectiveElevating Women in PreSales w/Leah McTiernanOn the PreSales Podcast, James Kaikis and Leah McTiernan connect on the topic "Elevating Women in PreSales". Leah, Vice President of Solutions Engineering at DocuSign, talks about her journey through PreSales and why she has leaned in to help create programs like Women in Solutions Engineering and the PreSales Collective’s Women in Solutions Excellence program.2020-09-1438 min
Presales Podcast by Presales CollectiveStump the Chump w/Steve KleinOn the PreSales Podcast, James Kaikis and Steve Klein connect on the topic "Stump the Chump”. Steve, Global VP of Solutions Engineering at FinancialForce, talks about how to handle a situation where someone is attempting to discredit our product demo or our presentation. The concept of Stump the Chump is as old as time and our episode highlights ways to handle this type of situation.2020-09-0728 min
Presales Podcast by Presales CollectiveBranching out to EMEA w/Sales Excellence PodcastOn the PreSales Podcast, James Kaikis connects with the Co-Founders of the Sales Excellence Podcast, Jan-Erik Jank, and Tim Bromme on the topic "Branching out to EMEA”. Jan-Erik, PreSales Leader at SAP, and Tim, Enterprise Solutions Consultant, speak to their experiences working with US based companies who are trying to build their presence in EMEA. Both Tim and Jan speak to the benefits and challenges of this experience plus provide actionable advice for working and managing those in EMEA.2020-08-3139 min
Overopinionated & Undereducated PodcastEpisode 10: Happy JackOn the topic of COVID-19, we discuss social distancing, what music we're listening to right now, TV's new series? What is Happy Jack? Find out now! Just some light comedy to take the topic off of the virus 24/7 that is being shoved in our faces.2020-03-2200 min
Behind the Gorilla Wrestling PodcastCactus Jack Was A Sailor?Season 2 Episode 2: Cactus Jack Was A Sailor?
In WCW in 1993 there was an angle with Big Van Vader and Cactus Jack which culminated with Vader powerbombing Jack on the concrete floor and putting him in the hostpital. What follows is absolute madness!
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FMEC PodcastsThe Doctor Crisis with Jack Cochran, MDThe Doctor Crisis with Jack Cochran, MD2018-08-2157 min
The Hardison & Cochran PodcastHardison & Cochran Workers' Comp Client KarenKaren, a former workers' compensation client of Hardison & Cochran, joins the podcast to share her experiences with a work injury and also her experience working with Hardison & Cochran. Karen was represented by North Carolina Board-Certified Workers' Compensation Specialist and Hardison & Cochran Partner, Jack Hardison. About Hardison & CochranHardison & Cochran is North Carolina Personal Injury, Workers Compensation, Social Security and Mass Torts Law Firm. The Firm Is Headquartered in Raleigh, North Carolina and has additional offices throughout the state to serve clients. Learn More About Hardison & CochranH...2017-05-1012 min