Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu

Presales Podcast by Presales Collective

Nội dung được cung cấp bởi Jack Cochran. Tất cả nội dung podcast bao gồm các tập, đồ họa và mô tả podcast đều được Jack Cochran hoặc đối tác nền tảng podcast của họ tải lên và cung cấp trực tiếp. Nếu bạn cho rằng ai đó đang sử dụng tác phẩm có bản quyền của bạn mà không có sự cho phép của bạn, bạn có thể làm theo quy trình được nêu ở đây https://vi.player.fm/legal.

<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/on-the-bus-with-troy-vollhoffer">On the Bus with Troy Vollhoffer</a></span>

1
On the Bus with Troy Vollhoffer

Hủy theo dõi

cách đây 21 hours trướccách đây 21h ago

Hủy theo dõi

Hàng tháng

Troy Vollhoffer, owner and founder of Country Thunder Music Festival, invites the biggest country artists to join him for a one-on-one celebrity interview “On the Bus”. As Troy opens his home, his tour bus, and festival venues to his audience for behind the scenes conversations, he asks exclusive questions, discusses festival do’s and don'ts, and highlights the tracks you will hear on stage at Country Thunder this summer. Guests include Dustin Lynch, Koe Wetzel, Tigirlily Gold, Dierks Bentley, Bailey Zimmerman, Jon Pardi, Ashley McBryde and countless other music industry legends, taking you backstage to share stories of their concerts, their careers, and their entertainment industry journeys. Be ready to be thunderstruck, On the Bus with Troy Vollhoffer.

cách đây khoảng một năm trước 36:17

MP4•Trang chủ episode

Show 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 latest AI agent capabilities.

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 and Resources Mentioned

Join the Presales Collective Slack:https://presalescollective.com/slack
Contact Dean Shu: dean@arphie.ai https://www.linkedin.com/in/dean-shu/
LE SSERAFIM, Crazy EP: https://open.spotify.com/album/538vEfAgLJ6g2I8ubuOlap?si=so9xz_qMQBatFqHMDTp5sw
Hidden Brain podcast episode with Brian Klass - https://open.spotify.com/episode/5MowfIBQdmQEIMYdDL3MYK?si=fff1b1731daa48ff

Timestamps

00:00 - Introduction

03:13 - What are you listening to

06:30 - Dean's background

09:20 - What's top of mind for presales leaders?

11:57 - How to make a presales tech purchase

20:13 - What are AI agents?

26:40 - How do you properly explore AI?

32:25 - Is AI going to replace people?

35:41 - Outro

Key Topics Covered

PreSales Leadership Evolution
- Elevating the sales engineering role
- Building stronger cross-functional partnerships
- Gaining executive-level presence
Understanding AI in PreSales
- Different types of AI models and their applications
- AI agents vs. traditional AI tools
- Real-world implementation strategies
Evaluating AI Solutions
- Key criteria for vendor selection
- Security considerations
- Proof of concept best practices

162 tập

#Tech #Business #Kaikis #James #Sales #Jack Cochran #Presales #Architects #Collection #PSC #Consulting #Engineering #Solutions

Presales Podcast by Presales Collective

Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu

Presales Podcast by Presales Collective

22 subscribers

published cách đây khoảng một năm trước

Chia sẻ

MP4•Trang chủ episode

Show Notes

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 and Resources Mentioned

Join the Presales Collective Slack:https://presalescollective.com/slack
Contact Dean Shu: dean@arphie.ai https://www.linkedin.com/in/dean-shu/
LE SSERAFIM, Crazy EP: https://open.spotify.com/album/538vEfAgLJ6g2I8ubuOlap?si=so9xz_qMQBatFqHMDTp5sw
Hidden Brain podcast episode with Brian Klass - https://open.spotify.com/episode/5MowfIBQdmQEIMYdDL3MYK?si=fff1b1731daa48ff

Timestamps

00:00 - Introduction

03:13 - What are you listening to

06:30 - Dean's background

09:20 - What's top of mind for presales leaders?

11:57 - How to make a presales tech purchase

20:13 - What are AI agents?

26:40 - How do you properly explore AI?

32:25 - Is AI going to replace people?

35:41 - Outro

Key Topics Covered

PreSales Leadership Evolution
- Elevating the sales engineering role
- Building stronger cross-functional partnerships
- Gaining executive-level presence
Understanding AI in PreSales
- Different types of AI models and their applications
- AI agents vs. traditional AI tools
- Real-world implementation strategies
Evaluating AI Solutions
- Key criteria for vendor selection
- Security considerations
- Proof of concept best practices

162 tập

#Tech #Business #Kaikis #James #Sales #Jack Cochran #Presales #Architects #Collection #PSC #Consulting #Engineering #Solutions

All episodes

Presales Podcast by Presales Collective

1
Winning Complex Deals: How AI Empowers Sales Teams with Manisha Raisinghani 37:11

cách đây 11 ngày trước37:11

37:11

In 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 bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack SiftHub: https://www.sifthub.io/ Timestamps 00:00 Welcome 03:34 Manisha's journey to founding SiftHub 08:12 SE to AE ratios in different organizations 13:10 The changing role of SEs in relationship building 15:06 Three main buckets of SE work and how AI can help 16:30 The evolution of tribal knowledge 20:40 SaaS proliferation and knowledge fragmentation 26:51 How SEs can leverage AI effectively 31:02 Using AI to analyze POCs and RFPs Key Topics Covered The Evolution of Tribal Knowledge From undocumented information to knowledge scattered across platforms How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more Leveraging recorded conversations to preserve context and insights SE Challenges and AI Solutions Managing repetitive questions from sales teams and product managers Handling documentation tasks and RFP responses Creating custom solutions across different industries and regions The Changing SE Role Shift from technical support to relationship building Evolving buyer journeys requiring deeper technical engagement Balancing solutioning, question-answering, and demo responsibilities Measuring AI Impact Time savings on RFP responses and repetitive questions Using freed-up time for strategic activities and better customer engagement Supporting more deals simultaneously with AI assistance AI as a Teammate Using AI to enhance rather than replace SE capabilities How AI can work 24/7 across global teams The future of visual and diagram-based AI assistance…

Presales Podcast by Presales Collective

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From Novice to Expert: Presales Career Paths with Kalyan Ramkumar 33:05

cách đây 25 ngày trước33:05

33:05

In 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 bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Kalyan Ramkumar: https://www.linkedin.com/in/kalyan-ramkumar-679927151/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Presales Collective Linkedin: https://www.linkedin.com/company/presalescollective Presales Collective newsletter: https://www.presalescollective.com/newsletter CompTIA Security+ Certification: https://www.comptia.org/certifications/security CompTIA Network+ Certification: https://www.comptia.org/certifications/network Timestamps 00:00 Introduction 03:15 Kal’s Background 10:12 First Ever Demo 14:10 When did you know you’re an SC 19:40 The Four Do's of Demos 23:35 Challenging the challenger 27:02 Building your personal brand 29:35 POC strategies Key Topics Covered Breaking into Presales Starting as an SDR and transitioning to SE Getting hired without technical background Importance of work ethic and eagerness to learn Building Domain Expertise Value of security certifications (Security+ and Network+) Moving from scripted to fluid demos Building trust with technical customers Demo Framework: The Four Do's Conducting your own discovery Framing every click and feature Evaluating specific customer KPIs Challenging difficult stakeholders POC and Success Strategies Customizing POC length to customer needs Collaborating with account executives Building internal relationships Creating workshop sequences for implementation…

Presales Podcast by Presales Collective

1
Exploring Value in Modern Tech Sales with David Yockelson 35:15

cách đây 6 weeks trước35:15

35:15

In 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 with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with David Yockelson: https://www.linkedin.com/in/david-yockelson-452324/ Links and Resources Mentioned Join PreSales Collective Slack: https://www.presalescollective.com/slack PreSales Collective newsletter: https://www.presalescollective.com/newsletter Timestamps 00:00 Introduction 03:33 The current issues in tech 10:48 How to stop talking about your tech to focus on value 23:04 Understanding your customer’s business 27:55 The place of demos on the website 31:15 Practical approaches to shifting to value Key Topics Covered Changes in B2B Tech Buying Diversification of buying teams Shift from technical to business-focused decisions Evolution of the buying process Increased financial scrutiny on deals Value-Based Selling Approaches Understanding buyer personas and value drivers Moving beyond technical features Building and defending business cases Articulating value to different stakeholders Pre-Sales and Marketing Collaboration Alignment between product marketing and SEs Value modeling and demonstration strategies Website demo effectiveness Data collection and buyer insights Interactive Demonstrations Role of self-service demos Converting website visitors Collecting valuable user interaction data Creating warmer sales conversations Practical Implementation Leveraging SE expertise across the sales cycle Demonstrating impact on revenue Supporting customer success and adoption Documenting value contribution…

Presales Podcast by Presales Collective

1
Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu 36:17

cách đây 8 weeks trước36:17

36:17

Show 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 latest AI agent capabilities. 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 and Resources Mentioned Join the Presales Collective Slack: https://presalescollective.com/slack Contact Dean Shu: dean@arphie.ai https://www.linkedin.com/in/dean-shu/ LE SSERAFIM, Crazy EP: https://open.spotify.com/album/538vEfAgLJ6g2I8ubuOlap?si=so9xz_qMQBatFqHMDTp5sw Hidden Brain podcast episode with Brian Klass - https://open.spotify.com/episode/5MowfIBQdmQEIMYdDL3MYK?si=fff1b1731daa48ff Timestamps 00:00 - Introduction 03:13 - What are you listening to 06:30 - Dean's background 09:20 - What's top of mind for presales leaders? 11:57 - How to make a presales tech purchase 20:13 - What are AI agents? 26:40 - How do you properly explore AI? 32:25 - Is AI going to replace people? 35:41 - Outro Key Topics Covered PreSales Leadership Evolution Elevating the sales engineering role Building stronger cross-functional partnerships Gaining executive-level presence Understanding AI in PreSales Different types of AI models and their applications AI agents vs. traditional AI tools Real-world implementation strategies Evaluating AI Solutions Key criteria for vendor selection Security considerations Proof of concept best practices…

Presales Podcast by Presales Collective

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Human Qualities of Presales Leadership with Ron Whitson 34:35

cách đây 10 weeks trước34:35

34:35

In 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.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Ron Whitson: https://www.linkedin.com/in/ronwhitsonse/ Links and Resources Mentioned PreSales Collective Slack: https://www.presalescollective.com/slack Ron's Book "A Friendly Human in Presales": https://a.co/d/gJIwWE7 She Means Biz Podcast: https://open.spotify.com/show/3zx8BmZ9PrURuASJbAemDu?si=26772c8356854348 Talking Too Loud with Chris Savage Podcast: https://open.spotify.com/show/21btwSaqoaF8SDxmwcLMIQ?si=37aa691ee80b4a0f Timestamps 00:00 Welcome and Introductions 03:54 What are you Listening to? 07:23 Ron's Journey to PreSales Leadership 13:56 Transitioning from IC to Leader 16:12 Coaching vs. Telling 19:11 One Plus One is More than Two 21:17 Importance of One-To-Ones 26:02 Coaching your Team to be Different than You 31:15 Practice Humility Key Topics Covered 1. Leadership Transition Moving from individual contributor to leader Common challenges and mindset shifts IBM's leadership training program insights 2. Essential Leadership Qualities Empathy and humility in leadership Balancing directness with support Creating space for team growth Regular one-on-one communications 3. Effective Team Development Coaching approaches vs. direct instruction Building trust and relationships Removing roadblocks for team success Understanding personality types 4. Practicing Humility as a Leader Provide room for your team to take the spotlight Be open to different ways of doing things Listen more and speak less…

Presales Podcast by Presales Collective

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The State of Presales in 2025 with Matthew James 35:20

cách đây 12 weeks trước35:20

35:20

In 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 Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Links and Resources Mentioned Follow the PreSales Collective's LinkedIn Page: https://www.linkedin.com/company/presalescollective Join PreSales Collective Slack: https://www.presalescollective.com/slack PreSales Collective newsletter: https://www.presalescollective.com/newsletter Simon Sinek's "A Bit of Optimism" podcast episode with Trevor Noah: https://simonsinek.com/podcast/episodes/trevor-noah-makes-my-brain-hurt/ Jack's YouTube video on microphone quality: https://youtu.be/B6nl64Sv7pw?si=wtOud1fS27ryqavI Timestamps 00:00 - Welcome 01:26 - PSC Unlimited 02:34 - Show Kickoff 05:20 - Regional Community Leader Launch 12:24 - In-Person Leadership Conference Teaser 16:12 - Changes to PreSales LIVE & PreSales Podcast 18:02 - What Have You Been Listening To? 22:03 - Topics for 2025 28:16 - How to Get Involved in the PSC Key Topics Covered 1. PreSales Collective Updates Launch of PreSales Live show New regional community leader program Upcoming leadership conferences (announcement pending) Slack community surpasses 16,000 members 2. Industry Trends for 2025 Presales influence within organizations Career paths and organizational changes Moving beyond demo-centric roles AI and automation in presales Team structure debates (pre/postsales integration) 3. Getting Involved Regional Community Leader opportunities Content creation and speaking opportunities Local chapter participation Blog writing and podcast guest appearances…

Presales Podcast by Presales Collective

1
Sneak Peek at 2025 3:47

cách đây 16 weeks trước3:47

3:47

As 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.…

Presales Podcast by Presales Collective

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A Fireside Chat with the New GM of PSC 41:17

cách đây 20 weeks trước41:17

41:17

Today 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. We discussed Chris' proudest moments here, lessons learned over the past 17 months, and his transition into the board of directors. Chris will still be extremely active in the community at large. This is a story between two humans, discussing our love and appreciation for this profession. I am thrilled to see this organization continue to help people worldwide, so let’s jump right in with Jack. Thank you so much for tuning in. I hope you enjoyed as much as I did.…

Presales Podcast by Presales Collective

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The Demo Challenge: Capturing Buyer Attention Before the Demo w/Todd Janzen 40:23

cách đây 21 weeks trước40:23

40:23

Welcome 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 early days in consulting to becoming a solution engineer at Salesforce. He shared insights on how he developed innovative approaches to enhance demo environments and improve the overall buyer experience, emphasizing the need for solution engineers to unlock their full potential throughout the customer journey. So, grab a seat and get ready, I hope you enjoy it as much as I did.…

Presales Podcast by Presales Collective

1
Product Power Plays: Scale, Sales, and PreSales w/Sarah Idriss 44:29

cách đây 23 weeks trước44:29

44:29

Sarah 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 insights to fine-tune product features, leading to more market-ready and successful launches. Customer-centric product and presales focus, how to build something that matters Product & PreSales are each other's best weapons to get great outcomes, but their primary drivers are often different. Sarah talks about her drive to build the best product to give the most value to as many people as possible at scale. Embracing the different drivers of PreSales and Product teams helps her forge more effective relationships between both departments to get the ultimate win. Sarah can be best reached at Sarah@reprise.com Thank you for tuning in!…

Presales Podcast by Presales Collective

1
PreSales Mastery: Elevating Influence Across the Customer Lifecycle w/Julia Lustig 43:44

cách đây 25 weeks trước43:44

43:44

Hello 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 insights are not just theoretical; they are actionable strategies you can implement in your own work. Thanks for tuning in, at PreSales Collective we are all about connecting and learning and growing together. we look forward to seeing you next time!…

Presales Podcast by Presales Collective

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Beyond the Pitch: Do Technical SCs Have the Upper Hand? w/Dan Hellerman 54:13

cách đây 27 weeks trước54:13

54:13

Episode 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 shaping more effective demos, Dan dives into the nitty-gritty details that can make or break a PreSales experience. Key Topics Covered: The Balance Between Technical Depth and Sales Focus: Dan highlights the differing expectations between buyers, sellers, and solution engineers when it comes to technical details. While sellers often prioritize closing deals and driving revenue, buyers and SEs may be more focused on understanding the product's technical intricacies. Dan shares why it’s important for PreSales professionals to bridge this gap and provide both perspectives. Why Technical Mastery is a "Superpower" for PreSales Professionals: Dan believes that those who take the time to deeply understand the products they are demoing—and even build demo environments from scratch—have a distinct advantage. This technical fluency allows them to address complex questions and instill confidence in buyers. Dan's Journey in Software Development and Entrepreneurship: With a background in designing and developing software, Dan reflects on his career leading up to co-founding Saleo. His hands-on experience gives him a unique perspective on how to approach technical demos and product storytelling. Navigating Buyer Skepticism in Demos: Drawing from his own experiences as a buyer, Dan explains how technical curiosity and detailed questioning often lead to skepticism in demo environments. He shares strategies on how to manage this and build trust with technically savvy buyers. The Role of AI in Optimizing Demo Environments: Dan also touches on how AI is transforming demo environments and helping PreSales teams streamline their processes, making demos more interactive, personalized, and effective. Quotes to Highlight: "Technical mastery is the superpower that sets PreSales apart—it’s about telling the product's story in a way that resonates with both sellers and buyers." "In my experience, the most compelling demos are the ones where you can really get into the technical weeds and show not just what a product does, but how it does it." Guest Bio: Dan Hellerman is a co-founder of Saleo and a passionate technology enthusiast with a rich background in software development. He has a keen interest in solving complex technical problems and leveraging technology to drive business value. Links: Connect with Dan Hellerman on LinkedIn: Dan Hellerman LinkedIn…

Presales Podcast by Presales Collective

1
Mastering Human Skills and Growing into Leadership w/Ron Whitson 42:54

cách đây 29 weeks trước42:54

42:54

This 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 received was from an IBM executive: “Run to the problem.” In presales, identifying issues and devising solutions proactively can set you apart. Connect with Ron: https://www.linkedin.com/in/ronwhitsonse/ Timeless Behaviors Book: https://timelessbehaviors.com/…

Presales Podcast by Presales Collective

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Extra Credit: PreSales Enablement w/Liz Anderson 41:01

cách đây 30 weeks trước41:01

41:01

Liz 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 good at. You can connect with Liz Anderson here: https://www.linkedin.com/in/lizandersonpresales/ PreSales Enablement Programming: https://www.presalescollective.com/programs/live-courses For team training - please reach out!! Thank you for tuning in.…

Presales Podcast by Presales Collective

1
Product & GTM Gold - Building Incredible Product Feedback Solutions w/Daniel Kish 43:51

cách đây 31 weeks trước43:51

43:51

Join 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 burden on sales engineers, and linking AI tools to CRMs for deeper insights and impact on revenue. Daniel encourages a curious, adaptable approach to career growth in product marketing and presales. Connect with him at daniel@conveyor.com or on LinkedIn to keep the conversation going.…

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Presales Podcast by Presales Collective « » Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu

Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu

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Presales Podcast by Presales Collective « »
Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu