Shows
Presales Podcast by Presales CollectiveStop Paying the Demo Tax: How AI Is Transforming Presales with Justin McDonaldThe State of Presales and Demo Technologies, and What's Coming in 2026 In this episode, Jack Cochran and Matthew James are joined by Justin McDonald, Co-founder and CEO of Saleo, to discuss how demo automation technology is transforming the presales landscape. They explore the evolution of presales over the past 20 years, the hidden costs of demo preparation (the "demo tax"), and how AI is revolutionizing how solutions engineers create and personalize demonstrations. Justin shares insights on building relational capital, the importance of in-person meetings, and why the future of presales lies in leveraging technology to spend more quality time with...
2025-12-1631 min
Presales Podcast by Presales CollectiveConquering Imposter Syndrome with Hannah Bloking and Allison MacalikIn this episode, Jack Cochran and Matthew James are joined by Hannah Bloking, and Allison Macalik, co-founders of 4Under3. They discuss the universal challenge of imposter syndrome in the pre-sales profession, exploring how it manifests, why it affects nearly everyone, and practical strategies to address it. Hannah and Allison share insights from their workshops, including powerful techniques like the "lighthouse speaker" mindset and the importance of naming your imposter to take control of those negative thoughts. Thank you to Storylane for sponsoring this episode. Follow the Hosts and Guests Connect with Jack Cochran...
2025-11-2431 min
Presales Podcast by Presales CollectiveCharting Your Presales Career Path with Miriam GrafEpisode 181: Charting Your Presales Career Path with Miriam Graf In this episode, Jack Cochran and Matthew James welcome Miriam Graf, a presales veteran with 20 years as an individual contributor and 10 years in leadership roles. Miriam shares invaluable insights on navigating career growth in presales, from speaking up about your aspirations to recognizing when leadership is and isn't the right path for you. She discusses the evolution from being "the hero" to becoming a leader who helps others shine, and explores the diverse career opportunities available beyond traditional management roles. This episode is sponsored by Elvance. Find out...
2025-10-2232 min
Presales Podcast by Presales CollectiveFrom Overloaded to Optimized: Concierge Services and Deal Desks with Rob BruceIn this episode, Jack Cochran and Matthew James are joined by Rob Bruce, a presales leader at Syndigo with 20 years of experience, to discuss an innovative approach to presales operations: the Pursuit Desk. Rob shares how Syndigo has built a dedicated "concierge team" that handles RFPs, security questionnaires, reference coordination, and other time-consuming tasks, freeing solutions engineers to focus on discovery, solutioning, and building customer relationships. The conversation explores how to operate at the "top of your license," the role of AI in scaling pursuit operations, and practical advice for championing similar initiatives at your organization. Thank...
2025-10-0730 min
Presales Podcast by Presales CollectivePresales and Sales Working Together SEAMlessly with Art FrommIn this episode, Jack Cochran and Matthew James are joined by Art Fromm, author of "Making Seamless Sales" and sales enablement expert, to discuss how presales and sales teams can work together more effectively. Art shares insights from his 25+ years in sales enablement, exploring the common disconnects between SEs and AEs, and provides practical strategies for building stronger partnerships that drive better outcomes. The conversation covers the evolution from tribal knowledge to systematic collaboration, the importance of discovery before demos, and how to create value perception rather than just showing features. Art emphasizes that when teams work...
2025-09-2536 min
Presales Podcast by Presales CollectiveBreaking Barriers: How WISE is Transforming Women's Careers in Presales with Wendy McHenryIn this episode, Jack Cochran and Matthew James are joined by Wendy McHenry, Chair of WISE (Women in Solutions Excellence) at Presales Collective and Former Head of Global Solutions Engineering at CDATA, to discuss the critical need for supporting women in presales careers. They explore the challenges women face in a field where only 18% of solutions professionals are women, discuss unconscious bias in hiring and workplace environments, and highlight how WISE is creating support networks and career development opportunities to advance equity in the solutions field. To join the show live, follow the Presales Collective's LinkedIn page...
2025-09-1532 min
Presales Podcast by Presales CollectiveTailoring AI for Growth: What Startups and Enterprises Should Do Differently with Akash GanapathyIn this episode, Jack Cochran and Matthew James are joined by Akash Ganapathi, CEO of Opine, to discuss how AI strategies differ between startups and enterprises in the presales space. They explore the myth of AI replacing SEs, the importance of specialization vs. generalization, and how AI can help presales teams manage more revenue per team member while focusing on strategic, relationship-building activities. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Akash Ganapathi: https://www...
2025-09-0238 min
Presales Podcast by Presales CollectiveScaling Presales Teams without Burning Out Your Best People with Ben HillsIn this episode, Jack Cochran and Matthew James are joined by Ben Hills, Founder and CEO of Iris, to discuss how to scale presales teams effectively while avoiding burnout. They explore the difference between healthy high performance and unsustainable overwork, the role of AI in streamlining repetitive tasks like RFPs, and practical strategies for building scalable processes that enhance rather than replace human expertise. 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. ...
2025-08-1139 min
Presales Podcast by Presales CollectiveHow to Speak So Senior Leaders Listen with Ben PearceIn this episode, Jack Cochran and Matthew James are joined by Ben Pearce, founder of Elevated You, to discuss how technical professionals can effectively communicate with senior executives. They explore the critical differences between speaking to technical stakeholders versus C-suite leaders, covering everything from preparation strategies to delivery techniques. Ben shares practical frameworks for being relevant rather than just expert, emphasizing the importance of focusing on "what" and "why" instead of "how" when presenting to senior leaders. Thank you to Storylane for sponsoring this episode. Find out more about Storylane and how to build killer demos in 2...
2025-07-2837 min
Presales Podcast by Presales CollectiveHow Demo Automation and AI Are Transforming Presales with Nalin SenthamilIn this episode, Matthew James and Timmy Hendrickson are joined by Nalin Senthamil, Founder and CEO of Storylane, to discuss the future of pre-sales and AI driving influence beyond pipeline. They explore how demo automation is transforming the self-serve buyer experience, the changing role of solutions engineers, and how AI can create 10X impact in pre-sales workflows. Nalin shares insights on leveraging AI for demo personalization, managing complex product integrations, and why the traditional discovery call may be dying. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for...
2025-06-1729 min
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
Imposter TalksI'm Going to Get Caught: Jack Cochran, Episode 25Have you ever felt like someone is always going to say, "you're caught!"? That's your imposter talking. Listen as Jack Cochran, General Manager of the PreSales Collective, shares his experience and how you can lean into your background vs. letting it negatively shape your reality.
2025-04-0918 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.
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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-weekly on...
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 min
Presales Podcast by Presales CollectiveThe Demo Challenge: Capturing Buyer Attention Before the Demo w/Todd JanzenWelcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. One of the standout points was Todd's focus on the statistic that 83% of B2B buyers engage in self-discovery before ever speaking to a sales representative. We also explore Todd's unique journey into pre-sales, starting from his...
2024-11-0540 min
Presales Podcast by Presales CollectiveProduct Power Plays: Scale, Sales, and PreSales w/Sarah IdrissSarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast. Episode Takeaways: Relationship of Product + PreSales (and beyond). The vital role PreSales plays in shaping product development and ensuring alignment with customer needs. What makes a good product...and what makes a great product? What differentiates good products from great ones: integrating PreSales feedback into product innovation. Feedback loop - how to fine-tune product features. Using PreSales in...
2024-10-2244 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 min
Presales Podcast by Presales CollectivePreSales Mastery: Elevating Influence Across the Customer Lifecycle w/Julia LustigHello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry. Today I'm speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast. We explore how to create content on Linkedin, the future of solution consulting examining how this role is evolving in response to new challenges and technologies. We also discuss the importance of collaboration across departments and how AI is reshaping the pre-sales landscape. You can find Julia Lustig on LinkedIn: https://www.linkedin.com/in/julia-lustig/ Remember, these...
2024-10-0843 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 min
Presales Podcast by Presales CollectiveBeyond the Pitch: Do Technical SCs Have the Upper Hand? w/Dan HellermanEpisode Title: The Power of Technical Mastery in PreSales with Dan Hellerman Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professionals. Dan shares his deep passion for technology and explains how a thorough understanding of the technical aspects of a product can be a game-changer in demo environments. From managing the complexities of SaaS environments to the critical role AI plays in...
2024-09-2454 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 min
Presales Podcast by Presales CollectiveMastering Human Skills and Growing into Leadership w/Ron WhitsonThis episode delves into Ron Whitson's career journey as a presales professional, highlighting essential lessons learned along the way. While his technical skills initially secured my role, it was mastering human skills that truly accelerated his success. Episode Takeaways Imposter syndrome never really goes away To excel as a presales professional, focus on human skills There's always something new to learn if you look for it Guidance on growing into leadership as a presales professional Closing Advice One of the best pieces of advice I r...
2024-09-1042 min
Presales Podcast by Presales CollectiveExtra Credit: PreSales Enablement w/Liz AndersonLiz 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 go...
2024-09-0441 min
Presales Podcast by Presales CollectiveProduct & GTM Gold - Building Incredible Product Feedback Solutions w/Daniel KishJoin Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forces tenure. Daniel emphasizes that effective product marketing requires collaboration beyond the marketing department, particularly with presales teams. He advocates for proactive outreach and communication councils to align messaging and strategy. The episode also delves into Conveyor's AI-driven tool for automating security reviews, reducing the administrative bu...
2024-08-2843 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
2024-08-2043 minBeyond PresalesLiz Anderson | Dungeons & Dragons for StorytellingLiz Anderson from the PreSales Collective finishes her interview on the show, talking about some of her various hobbies, more Dungeons & Dragons, and how DND has impacted her work.Find the PreSales Collective Pillars coursesWant to get started in DND? Here's a newbie-friendly DND Discord community.Liz is the Director of Learning at Presales Collective, where she oversees all L&D initiatives including PreSales Academy, Foundations, Leader Elevate, and the newest series, Pillars - a course series designed for experienced presales professionals. Before joining PSC, she spent over a decade as a...
2024-08-1323 minBeyond PresalesLiz Anderson | Dungeons & Dragons to Connect with PeopleLiz Anderson from the PreSales Collective joins the show and talks about her hobby: Dungeons & Dragons! It's a great way to connect with people, and can help you going through a RIF or any hard time. Play DND and always have something to look forward to!Find the PreSales Collective Pillars coursesWant to get started in DND? Here's a newbie-friendly DND Discord community.Liz is the Director of Learning at Presales Collective, where she oversees all L&D initiatives including PreSales Academy, Foundations, Leader Elevate, and the newest series, Pillars - a...
2024-08-1326 minBeyond PresalesPam Dunn | It's Not About YouPam Dunn continues our conversation from last week. She talks about even more podcasts she enjoys and about how when connecting we need to think about them, not about ourselves.Connect with Pam on LinkedIn
2024-08-1322 minBeyond PresalesPam Dunn | Connecting with PeoplePam Dunn is guest on the show this week. She explores the importance of connecting with people to not only improve your demo, but improve your mental health, happiness, and improve your brain as you age!Connect with Pam on LinkedIn
2024-08-1331 min
Presales Podcast by Presales CollectiveAI, Automation, and the Future of Sales Engineering w/Patty HagerToday, I'm speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more. Patty is passionate about inclusion in PreSales with her work as a council member of Women in Solutions Excellence PSC and director of WISE at Salesforce, and a previous PSC Ambassador. I also share insight into my experience in this area. You can connect with Patty here: https://www.linkedin...
2024-08-1339 min
Beyond PresalesNew Presales Podcast NEXT WEEKComing very soon! Our 2 episodes with Pam Dunn drop on August 13th. Be there!
2024-08-0601 min
Presales Podcast by Presales CollectiveWorking Relationships from Strained to Strong w/Matthew James 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 t...
2024-07-3054 min
Beyond PresalesNew Presales Podcast Launching August 13Stop being so boring! What makes you unique isn't the fact that you "take a consultative approach" or "are a great listener" ... it's the things outside of work, such as that woodworking hobby, or the competitive underwater basket weaving championships that make you interesting.As a solutions consultant you need to embrace the side of you that is outside of work as it has the potentially to improve you as a human, and then improve your demo as well!First episode launches August 13th wherever you find your podcasts
2024-07-2303 min
Presales Podcast by Presales CollectiveFounder Stories: Demo Programs Meet Buyers Where They Are w/Evan PowellToday, 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 ...
2024-07-1646 min
2024-05-1336 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 JockeysFind your flow with guest Lidia Vasileva | Stolen FocusLidia Vasileva joins us to talk about Stolen Focus and about getting into flow! Find Lidia on Linkedin or at https://www.packetmage.com/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. Music: Iron Pan and The Wu Town...
2024-04-1828 min
FoodStripGetaway to Laughlin ... but not for the food!We went to Laughlin. Food was awful, had a good time. That's about it. Enjoy!
2024-04-1543 min
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 JockeysTeaming Zooming - all around Annoyance - and the birth of Desk-NeckLet's talk about all of the crazy annoying and sometimes distracting things that happen on all our calls and online meetings. This hilarious episode covers the camera, the mute button and of course dogs and traffic… Come and join the Demo Jockeys!This month's book is Stolen Focus by Johann Hari. Pick up a copy.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. Music: The Wu To...
2024-04-0422 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. Lincoln
2024-01-1130 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. Lincoln
2024-01-0431 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 min
Demo JockeysLearning through Effort | RangeThis month's book is Range by David Epstein.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.Music: The Wu Town Shuffle by Mr. Lincoln
2023-12-1427 minDemo JockeysGeneralist vs Specialist | RangeThis month's book is Range by David Epstein.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.Music: The Wu Town Shuffle by Mr. Lincoln
2023-12-0732 minDemo JockeysMore Matt Madden | The Storytelling AnimalThis month's book is The Storytelling Animal by Jonathan Gottschall.Matt Madden is the host of the Path to Presales Podcast.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 Range by David Epstein.Music: The Wu Town Shuffle by Mr. Lincoln
2023-11-3030 minDemo JockeysGuest: Matt Madden | The Storytelling AnimalThis month's book is The Storytelling Animal by Jonathan Gottschall.Matt Madden is the host of the Path to Presales Podcast.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 Range by David Epstein.Music: The Wu Town Shuffle by Mr. Lincoln
2023-11-2326 minDemo JockeysHunger for Meaningful Patterns | The Storytelling AnimalThis month's book is The Storytelling Animal by Jonathan Gottschall.Check out the Heider and Simmel animation mentioned in the episode.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 Range by David Epstein.Music: The Wu Town Shuffle by Mr. Lincoln
2023-11-1622 minDemo JockeysMirroring | The Storytelling AnimalThis month's book is The Storytelling Animal by Jonathan Gottschall.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 Range by David Epstein.Music: The Wu Town Shuffle by Mr. Lincoln
2023-11-0927 minDemo JockeysHyperrealism | The Storytelling AnimalThis month's book is The Storytelling Animal by Jonathan Gottschall. Pick up a copy todayBe 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 Range by David Epstein.Music: The Wu Town Shuffle by Mr. Lincoln
2023-11-0226 minDemo JockeysGuest: Rob Falcone | Just F*ing DemoThis month's book is Just F*ing Demo by Rob Falcone, who joins us this week on the show! Pick up a copy: https://www.amazon.com/Just-ing-Demo-Tactics-Leading/dp/1505698804Be sure to check out demojockeys.com for our full list of past and upcoming books, previous episodes, and more. Next month's book is The Storytelling Animal by Jonathan Gottschall: https://www.amazon.com/Storytelling-Animal-Stories-Make-Human/dp/0544002342
2023-10-2629 minDemo JockeysWe vs You | Just F*ing DemoThis month's book is Just F*ing Demo by Rob Falcone. Pick up a copy: https://www.amazon.com/Just-ing-Demo-Tactics-Leading/dp/1505698804This week we discuss using We vs You language during presentations.Be sure to check out demojockeys.com for our full list of past and upcoming books, previous episodes, and more. Next month's book is The Storytelling Animal by Jonathan Gottschall: https://www.amazon.com/Storytelling-Animal-Stories-Make-Human/dp/0544002342
2023-10-1922 minDemo JockeysBuckets | Just F*ing DemoThis month's book is Just F*ing Demo by Rob Falcone. Pick up a copy: https://www.amazon.com/Just-ing-Demo-Tactics-Leading/dp/1505698804Join the discussion this week about using buckets to better organize your demonstration.Be sure to check out demojockeys.com for our full list of past and upcoming books, previous episodes, and more. Next month's book is The Storytelling Animal by Jonathan Gottschall: https://www.amazon.com/Storytelling-Animal-Stories-Make-Human/dp/0544002342
2023-10-1223 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 minDemo JockeysConfirm Your Agenda | Just F*ing DemoThis month's book is Just F*ing Demo by Rob Falcone. Pick up a copy: https://www.amazon.com/Just-ing-Demo-Tactics-Leading/dp/1505698804This week we discuss the importance of confirming your agenda before beginning your demonstration.Be sure to check out demojockeys.com for our full list of past and upcoming books, previous episodes, and more. Next month's book is The Storytelling Animal by Jonathan Gottschall: https://www.amazon.com/Storytelling-Animal-Stories-Make-Human/dp/0544002342
2023-10-0524 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 minDemo 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/featured
2023-08-1328 min2023-07-3034 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 minFoodStripFoodStrip TrailerNew podcast on all things Las Vegas and food! Hear what's coming, where we're planning to eat, and check out what to expect.
2023-06-1204 min
MMA UK BJJ ShowJack Cochran | Carlson Gracie Hull | SGI10 | MMA UK BJJ ShowJack Cochran of Carlson Gracie Hull speaks with MMA UK's Stoomboy about his upcoming grappling match at SGI10 against Finnley Brown. #mmauk #bjj #sgi10
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2022-04-0717 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
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
A Doctor's Perspective PodcastE 118 Kaiser Legend Jack Cochran MD Discusses Healer Leader Partner BookProblems with EMR, hospitals not co-managing patients, patients choosing between health, work and bankruptcy, medical tourism, doctor satisfaction and Jack Cochran MD of Kaiser goes in depth with his new book Healer Leader Partner. Plastic surgeon (extra speciality in pediatrics) based in Denver for many years, Board of Directors for Kaiser Permanente for 8 years,...
2019-04-0957 min
Sommergæsten 2009Healer, Leader, Partner: Jack CochranDr. Jack Cochran, the author of Healer, Leader, Partner has been repeatedly named on Modern Healthcare’s list of influential physician executives. He worked extensively with national health policy development, including working with the White House and United States Congress.
In this episode, we talk about the rapidly changing world of healthcare and the demands that it puts on physicians. Jack believes that physicians need to be healers, confidants, and caregivers while developing skills as leaders and partners.
By the end of this episode, Dr. Cochran will lay out a roadmap for physicians to become more effective, compassionate, and confident le...
2018-12-1328 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!
Follow us on Twitter @Behind_Gorilla send questions, comments and ideas for future podcasts!
Follow Mark @MARKYMARKBRAND and Harris @HarrisWiIson
Find out more at https://behind-the-gorilla.pinecast.co
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2018-09-1050 min
2018-08-2157 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