Burning Presales
By Mark Green
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Category: Management
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Episodes: 57
Description
Listen in as Presales leaders from across the globe answer today's Burning Presales questions with your host, Mark Green.
From Peter Cohan, Don Carmichael and Chris White to Adam Freeman, plus many others, tune in to hear what the industry's best are doing to solve the most nagging of Presales and Buyer Enablement questions, and what you can do to lead growth for Presales, Sales Engineering and Solution Consulting.
| Episode | Date |
|---|---|
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#57 Colin Wrightson - Is it OK to like RFPs if you do them well?
|
Jul 19, 2023 |
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#56 Colin Wrightson - What’s so different about Network Presales?
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Jul 12, 2023 |
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#55 Lidia Vasileva - How can I succeed as a creative in presales?
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Jul 05, 2023 |
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#54 Lidia Vasileva - Why is Clarity so Compelling?
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Jun 28, 2023 |
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#53 Tim Brömme from Miro and Jan-Erik Jank - Should presales really solve problems?
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Jun 07, 2023 |
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#52 Tim Brömme & Jan-Erik Jank - How could you scale discovery effectively?
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May 31, 2023 |
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#51 Tony Francetic - How to let go of the Presales reins?
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May 24, 2023 |
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#50 Tony Francetic - Can Presales folk, train Sales folk?
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May 17, 2023 |
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#49 Laura Krebs - How should we measure digital buyer journeys?
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May 10, 2023 |
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#48 Laura Krebs - Where should we scale digital presales?
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May 03, 2023 |
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#47 Don Carmichael - Should presales be serving post-sale buyers?
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Apr 26, 2023 |
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#46 Don Carmichael - What if there were no more live demos?
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Apr 19, 2023 |
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#45 John Hodgson - What do presales hiring managers need to know about candidates?
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Apr 12, 2023 |
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#44 John Hodgson - What do presales candidates need to know about hiring managers?
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Apr 05, 2023 |
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#43 Paul Harris - Why has video content become crucial for presales?
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Mar 29, 2023 |
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#42 Paul Harris - Why not spread your impact across the whole buying journey, and your CV?
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Mar 22, 2023 |
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#41 Damian Tommasino - How is Presales different in the Cyber Security Industry?
|
Mar 15, 2023 |
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#40 Damian Tommasino - What are Buyer Experience Frameworks?
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Mar 08, 2023 |
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#39 Tom Curtress - Who helps buyers best? Presales or Sales?
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Mar 01, 2023 |
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#38 Tom Curtress - What are emotionally driven buying decisions?
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Feb 22, 2023 |
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#37 Rene Voogt - Are Sales and Presales really coming together to help buyers?
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Feb 15, 2023 |
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#36 Rene Voogt - Why is Personality & Passion in Presales so vital?
|
Feb 08, 2023 |
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#35 Mitch Chesney - How can presales can support post-sale activities?
|
Feb 01, 2023 |
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#34 Mitch Chesney - Where and when should you scale presales?
|
Jan 25, 2023 |
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#33 How do you lead from where you are in Presales, especially for women? | Lori Payne
|
Jul 11, 2022 |
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#32 How do you retain your best people, and preserve their knowledge and expertise even if they leave? | Mark Green
|
Jun 28, 2022 |
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#31 How do you qualify good prospects and deal with people 'just browsing'? | Peter Cohan
|
Jun 21, 2022 |
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#30 What exactly is good discovery and why is understanding it so important? | Peter Cohan
|
Jun 15, 2022 |
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#29 How do you sell the value of Presales to Sales and Finance? | John Care
|
Mar 31, 2022 |
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#28 How do SEs get AEs to let them do adequate discovery? What is that? | John Care
|
Mar 31, 2022 |
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#27 What are 3 transformational forces in Sales Engineering right now? | Patrick Passang
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Mar 30, 2022 |
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#26 What's the role of the SE in the customer lifecycle? | Ramzi Marjaba
|
Mar 29, 2022 |
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#25 How do SEs stop thinking of themselves as subordinate to sales? | Ramzi Marjaba
|
Mar 29, 2022 |
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#24 How do SEs grow and stay motivated in their careers? | Akshat Srivastava
|
Mar 21, 2022 |
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#23 How do you measure SE performance and how can Presales be successful? | Akshat Srivastava
|
Mar 21, 2022 |
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#22 | How do SEs do fewer wasted demos and more high impact activities? Todd Janzen
|
Feb 23, 2022 |
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#21 - How do you build, manage and scale Presales teams? | Brian Cotter
|
Feb 14, 2022 |
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#20 - How do you elevate Presales from demo jockey to sales co-pilot? | James Kaikis
|
Feb 14, 2022 |
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#19 - What's changing in B2B that reinforces the value of Presales? | James Kaikis
|
Feb 14, 2022 |
|
#18 - What does it mean to scale and how do you scale Presales? | Garin Hess
|
Dec 17, 2021 |
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#17 - How do you help buyers navigate their emotional ROI? | Garin Hess
|
Dec 17, 2021 |
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#16 - What is the most pervasive problem in the first demo? | Kerry Sokalsky
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Dec 17, 2021 |
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#15 - How can leaders evaluate how presales reps perform with clients? | Kerry Sokalsky
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Dec 17, 2021 |
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#14 - The top 5 presales struggles as seen from a sales leader | Rex Galbraith
|
Oct 29, 2021 |
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#13 - How do you retain top presales talent? | Tony Francetic
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Oct 29, 2021 |
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#12 - How do you increase presales influence in your org? | Tony Francetic
|
Oct 29, 2021 |
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#11 - How do you get more attention from buyers at the very beginning? | Robert Beattie
|
Oct 29, 2021 |
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#10 - What is the reality about automation in sales and presales? | Mark Green
|
Oct 29, 2021 |
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#9 - How do you get into presales and succeed? | Mark Green
|
Oct 29, 2021 |
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#8 - How do sales and presales collaborate together better? | Chris White
|
Oct 29, 2021 |
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#7 - What's the biggest mistake reps make in their first demo? | Chris White
|
Oct 29, 2021 |
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#6 - How do you measure the impact and influence of presales? | Adam Freeman
|
Oct 29, 2021 |
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#5 - How do you create balanced presales KPIs? | Adam Freeman
|
Oct 29, 2021 |
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#4 - What's the role of presales and how do you turn it into a career? | Don Carmichael
|
Oct 28, 2021 |
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#3 - How can presales leaders solve their retention and recruiting problems? | Don Carmichael
|
Oct 28, 2021 |
|
#2 - How do frontline managers create better alignment with sales? | Peter Cohan
|
Oct 28, 2021 |
|
#1 - What's the first thing presales leaders need to understand today vs. 10 years ago? | Peter Cohan
|
Oct 28, 2021 |