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PODCAST · business

PreSales Heroes

by Vivun

PreSales is one of the most strategic teams in a company, but often their stories don't get told -- how they impact revenue, grow and scale their teams, and help shape the company's products.PreSales Heroes is here to tell those stories. Covering both PreSales/sales engineering leadership as well as key individual contributors, we find the most interesting people -- and find out what makes them tick. We cover their Hero Origin Story (how they got into PreSales), and their strategies for giving themselves and their teams a voice.PreSales Heroes comes to you from Vivun, the world's first PreSales Intel & Ops platform. Find out more at www.vivun.com and follow us at https://twitter.com/vivun_inc

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Episodes

  1. Andy Raskin on the Power of Storytelling

    Join special guest Andy Raskin for his perspective on the power of storytelling for Solutions teams–a topic he'll address in his UNXPCTD keynote. Andy has helped some of the biggest names in tech align their teams around a strategic narrative to drive success across GTM. Save your seat for the…

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  2. Adapting to Win: An AE Learns from PreSales

    Account executive, Robert Crayton III, discusses how adopting PreSales traits helps him reach sales-proof buyers at a lean startup.

  3. Scaling up to Deliver a Differentiated Buying Experience

    Find out how Stephen Morrow, Solution Engineering leader at Devo, keeps up with the demand for PreSales in an industry where buyers need to get hands-on with products in virtually every deal.

  4. How to Arm Your PreSales Team to Own Their Performance

    Tune in to hear how a PreSales Individual Contributor, Katie Barends, Senior Solutions Consultant at Iterable, leverages data to unlock her full potential. In addition to working closely with sales to win deals, she also gets to be the voice of the customer before they become customers and share...

  5. Susan Beal on "The Other Side of the Table: Acquiring a Platform for PreSales"

    Learn how and why the Corporate VP of PreSales at Blue Yonder acquired a platform for her org. Susan Beal shares what it was like being on "the other side of the table" to buy software for her department and details her mission to get better visibility and elevate the role of PreSales.

  6. Ramzi Marjaba on Getting the Tech Win

    In this episode of PreSales Heroes, you'll get key finding's from Vivun's most recent benchmark report along with insights from our guest Ramzi Marjaba of We the Sales Engineers.

  7. Vivun CEO on creating a new category: PreSales Intel & Ops

    Learn why Matt Darrow cofounded the first AI-driven platform for PreSales and what it does for industry-leading companies in B2B tech.

  8. Empowering Women in PreSales

    Learn how to build gender balance into your PreSales team and within your mentorship network.

  9. Is POV (Proof of Value) the new POC?

    PreSales' Role in Value Selling according to Bob Burkhardt, the VP of Global Systems Engineering at Sumo Logic. Learn how to leverage POVs in the sales cycle to make your buyers (and deals) more successful.

  10. An Opera Singer's Guide to Pre and Post-Sales Harmony

    Tia Wucher, Customer Engineering Director at Sourcegraph discusses how to build a technical team who will own the entire customer journey.

  11. Building Customer Empathy in PreSales with Tosin Ajayi

    Hear from Tosin Ajayi, Director of Solutions Architecture at MongoDB, how succeeding in PreSales is all about having empathy for your prospects and customers.

  12. Bringing Product and PreSales Together with AI

    Tune in to hear how Product teams build better software with PreSales inputs and data science.

  13. The Path from IC to Executive Leadership

    In this episode you'll gain insights into the evolution of a leader and how we do Presales at Vivun.

  14. Presales Heroes from Vivun - Resolutions for Presales Leaders in 2021

    Today’s topic is “Resolutions for Presales Leaders in 2021”, our guest Chris Browne, Director of Solutions Consulting at Dynamic Signal, will share some compelling best practices to help presales leaders build happy, strategic and effective teams.

  15. Presales Heroes from Vivun - How to Train Your Team to be Storytellers

    Brian Cotter, VP Global Sales Engineering at Seismic Software, discusses how he trains his team to become amazing storytellers. He outlines his framework, and offers how he uses a combination of the Seismic and Vivun platform to create additional impact.

  16. Presales Heroes from Vivun - Unlocking Your Team's Strategic Potential

    Marjorie Abdelkrime is a Sr. Director of Sales Engineering at VMWare, and she discusses her approach to raising her team's strategic profile. What part should they play in the sales forecast, and how does she coach them to think more about the business than technical features?

  17. Presales Heroes from Vivun - Navigating your POC

    Tony Matos, Director of Sales Engineering at Citrix, discusses his recently published book: The Essential Guide to Navigate your Proof of Concept.

  18. Presales Heroes: Hiring, Onboarding, and Managing Great Talent

    Lara Meadows, VP Sales Engineering at ThreatConnect, discusses her approach to hiring, onboarding, and managing great talent.

  19. Presales Heroes from Vivun: Jeff Beane, Director of Technical Sales, Microsoft

    Jeff Beane talks about his experiences as fast-growth startups as well as large enterprises, and switching hats from Sales to Presales -- and back again.

  20. Presales Heroes from Vivun - Dave Russell, VP Solutions Engineering, Grafana Labs

    Dave Russell, VP Solutions at Grafana Labs, discusses his playbook for being the first presales hire at a fast-growth startup and then building up a high performance team. He also discusses his strategy for managing a highly distributed team -- something he's done for years.

  21. Presales Heroes from Vivun: Shannon Holgate from Oracle

    Shannon Holgate, Solutions Engineering at Oracle discusses how Oracle sources the next generation of presales leaders out of college, and also some surprising insights in regards to how presales should work when an enterprise like Oracle is moving down market and selling to smaller companies.

  22. Presales Heroes from Vivun: Joe Miller, Chief Data Scientist

    Vivun's Chief Data Scientist Joe Miller discusses how he's using data science to help presales leaders improve forecast accuracy, as well as identify patterns that help them assign the right presales team members to particular opportunities.

  23. Presales Heroes from Vivun: Leah McTiernan, VP at Docusign

    Leah McTiernan, VP Solutions Engineering at Docusign discusses her career path -- including an aborted foray into software development -- and her work at Docusign building W.I.S.E (Women in Solutions Engineering). She talks about why sales engineering is an incredible career for women, and how…

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  24. Presales Heroes from Vivun: Scott Wood, VP at Hewlett-Packard Enterprises

    Presales Heroes interviews with leaders and incredible people in the presales and sales engineering fields. From Vivun. In this episode, Scott talks about his 32-year career at Hewlett-Packard Enterprises and the strategies he uses to manage a 600+ team. He also talks passionately about his…

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ABOUT THIS SHOW

PreSales is one of the most strategic teams in a company, but often their stories don't get told -- how they impact revenue, grow and scale their teams, and help shape the company's products.PreSales Heroes is here to tell those stories. Covering both PreSales/sales engineering leadership as well as key individual contributors, we find the most interesting people -- and find out what makes them tick. We cover their Hero Origin Story (how they got into PreSales), and their strategies for giving themselves and their teams a voice.PreSales Heroes comes to you from Vivun, the world's first PreSales Intel & Ops platform. Find out more at www.vivun.com and follow us at https://twitter.com/vivun_inc

HOSTED BY

Vivun

Frequently Asked Questions

How many episodes does PreSales Heroes have?

PreSales Heroes currently has 24 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.

What is PreSales Heroes about?

PreSales is one of the most strategic teams in a company, but often their stories don't get told -- how they impact revenue, grow and scale their teams, and help shape the company's products.PreSales Heroes is here to tell those stories. Covering both PreSales/sales engineering leadership as well...

How often does PreSales Heroes release new episodes?

PreSales Heroes has 24 episodes. Check the episode list to see recent publication dates and frequency.

Where can I listen to PreSales Heroes?

You can listen to PreSales Heroes on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.

Who hosts PreSales Heroes?

PreSales Heroes is created and hosted by Vivun.
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