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Burning Presales

Burning Presales

By Aaron Janmohamed

Presales leaders answer burning presales questions. From Peter Cohan, Don Carmichael and Chris White to Adam Freeman, Mark Green and many others, tune in to hear what the industry's best are doing to solve the most nagging of presales questions.
#33 How do you lead from where you are in Presales, especially for women? | Lori Payne
#33 How do you lead from where you are in Presales, especially for women? | Lori Payne
Lori Payne has been in software since the late 90’s, and basically observed the entire software cycle unfold. She landed in Presales first as a practitioner and has since risen to become Vice President if Global Solutions Consulting at Blackline. Lori is very passionate about enabling women in tech and building the next generation of Presales leaders. 
14:56
July 11, 2022
#32 How do you retain your best people, and preserve their knowledge and expertise even if they leave? | Mark Green
#32 How do you retain your best people, and preserve their knowledge and expertise even if they leave? | Mark Green
Mark joined this episode of the Burning Presales Podcast as the resident Presales and Buyer Enablement expert at Consensus. He was a former customer, and loved us so much he offered to join. Now, he teaches the Presales world how to enable buyers and scale Presales in ways few are able to do. It was my pleasure to ask him a BIG question I'm sure all of you are wondering about.
13:29
June 28, 2022
#31 How do you qualify good prospects and deal with people 'just browsing'? | Peter Cohan
#31 How do you qualify good prospects and deal with people 'just browsing'? | Peter Cohan
The second episode from my second round with Peter Cohan, who is the founder and principal of The Second Derivative and author of The Great Demo!. Legend, myth, the OG Presales thought leader and everything in between.
12:56
June 21, 2022
#30 What exactly is good discovery and why is understanding it so important? | Peter Cohan
#30 What exactly is good discovery and why is understanding it so important? | Peter Cohan
Back for round 2, Peter Cohan is the founder and principal of The Second Derivative and author of The Great Demo!. He's basically a legend. The OG thought leader for Presales. 
15:18
June 15, 2022
#29 How do you sell the value of Presales to Sales and Finance? | John Care
#29 How do you sell the value of Presales to Sales and Finance? | John Care
Today’s question will be answered by John Care. John is an Author, Speaker and Professional Skills Trainer For Sales Engineers at Mastering Technical Sales, where he is also the managing director. John, once again, gives way more content than I expected. Listen to the end, and check out the upcoming release of his book. 
13:37
March 31, 2022
#28 How do SEs get AEs to let them do adequate discovery? What is that? | John Care
#28 How do SEs get AEs to let them do adequate discovery? What is that? | John Care
Today’s question will be answered by John Care. John is an Author, Speaker and Professional Skills Trainer For Sales Engineers at Mastering Technical Sales, where he is also the managing director. This episode is RICH with content, answers to several sub questions, and an announcement about John's new book!
15:36
March 31, 2022
#27 What are 3 transformational forces in Sales Engineering right now? | Patrick Passang
#27 What are 3 transformational forces in Sales Engineering right now? | Patrick Passang
My guest for this episode is Patrick Passang, Author of the Social Sales Engineer, a Sales Engineering coach, entrepreneur and creator of the now infamous Secret Kingdom of Sales Engineering map. 
14:30
March 30, 2022
#26 What's the role of the SE in the customer lifecycle? | Ramzi Marjaba
#26 What's the role of the SE in the customer lifecycle? | Ramzi Marjaba
Today's question will be answered by Ramzi Marjaba, Sr. Sales Engineer at Ixia Solutions Group, and author and host of the wildly competitive podcast "We the Sales Engineers"
08:22
March 29, 2022
#25 How do SEs stop thinking of themselves as subordinate to sales? | Ramzi Marjaba
#25 How do SEs stop thinking of themselves as subordinate to sales? | Ramzi Marjaba
Today's question will be answered by Ramzi Marjaba, Sr. Sales Engineer at Ixia Solutions Group, and author and host of the wildly competitive podcast "We the Sales Engineers"
08:13
March 29, 2022
#24 How do SEs grow and stay motivated in their careers? | Akshat Srivastava
#24 How do SEs grow and stay motivated in their careers? | Akshat Srivastava
This episode is presented by Consensus and the question is answered by Akshat Srivastava. Akshat is a Solution Architect Leader at AWS and founder of SENY (Sales Engineers of New York) - a non-profit community focused on connecting current and prospective sales engineers based in the NYC metro area.
08:08
March 21, 2022
#23 How do you measure SE performance and how can Presales be successful? | Akshat Srivastava
#23 How do you measure SE performance and how can Presales be successful? | Akshat Srivastava
This episode is presented by Consensus and the question is answered by Akshat Srivastava. Akshat is a Solution Architect Leader at AWS and founder of SENY (Sales Engineers of New York) - a non-profit community focused on connecting current and prospective sales engineers based in the NYC metro area.
10:01
March 21, 2022
#22 | How do SEs do fewer wasted demos and more high impact activities? Todd Janzen
#22 | How do SEs do fewer wasted demos and more high impact activities? Todd Janzen
This question is answered by Todd Janzen, who is the Global Vice President of Q Branch at Salesforce.com. Q Branch is one of the coolest divisions of Salesforce, completely focused on building world-class Presales capabilities and the chief embracers of Buyer Enablement. Todd gets tactical about how Salesforce.com specifically uses the 6 demo types in their strategy to change the way they sell. 
14:43
February 23, 2022
#21 - How do you build, manage and scale Presales teams? | Brian Cotter
#21 - How do you build, manage and scale Presales teams? | Brian Cotter
Brian is an industry leader in building and managing Pre-Sales Solution Consultant and Sales Engineering teams. Currently, he is the SVP of Global sales engineering at Seismic. He knows a thing or two because he’s seen a thing or two.
17:47
February 14, 2022
#20 - How do you elevate Presales from demo jockey to sales co-pilot? | James Kaikis
#20 - How do you elevate Presales from demo jockey to sales co-pilot? | James Kaikis
James is a co-founder of the Presales Collective and host of The Presales Podcast. He’s also a former solution engineering practitioner and leader at marketing leading companies like Showpad and Salesforce.
06:09
February 14, 2022
#19 - What's changing in B2B that reinforces the value of Presales? | James Kaikis
#19 - What's changing in B2B that reinforces the value of Presales? | James Kaikis
James is a co-founder of the Presales Collective and host of The Presales Podcast. He’s also a former solution engineering practitioner and leader at market leaders, including Showpad and Salesforce.
07:28
February 14, 2022
#18 - What does it mean to scale and how do you scale Presales? | Garin Hess
#18 - What does it mean to scale and how do you scale Presales? | Garin Hess
Garin Hess is the Founder and CEO of Consensus, and author of “Selling is Hard. Buying is Harder”, a research-based book that discusses how enabling buyers accelerates technical sales.
11:34
December 17, 2021
#17 - How do you help buyers navigate their emotional ROI? | Garin Hess
#17 - How do you help buyers navigate their emotional ROI? | Garin Hess
Garin Hess is the Founder and CEO of Consensus, and author of “Selling is Hard. Buying is Harder”, a research-based book that discusses how enabling buyers accelerates technical sales.
12:30
December 17, 2021
#16 - What is the most pervasive problem in the first demo? | Kerry Sokalsky
#16 - What is the most pervasive problem in the first demo? | Kerry Sokalsky
Kerry Sokalsky is the President & Founder of Presales Mastery and the Founder of Sales Engineers of Toronto (SETO). He is an expert demo performance coach and is passionate about all things Presales.
06:45
December 17, 2021
#15 - How can leaders evaluate how presales reps perform with clients? | Kerry Sokalsky
#15 - How can leaders evaluate how presales reps perform with clients? | Kerry Sokalsky
Kerry Sokalsky is the President & Founder of Presales Mastery and the founder of Sales Engineers of Toronto (SETO). He is an expert demo performance coach and is passionate about all things Presales.
07:12
December 17, 2021
#14 - The top 5 presales struggles as seen from a sales leader | Rex Galbraith
#14 - The top 5 presales struggles as seen from a sales leader | Rex Galbraith
Rex is the VP of Sales at Consensus and has sold to literally hundreds of presales leaders at enterprise software companies. He is obligated to give this answer. 
17:47
October 29, 2021
#13 - How do you retain top presales talent? | Tony Francetic
#13 - How do you retain top presales talent? | Tony Francetic
Tony is a Solution Consultant leader at Thomson Reuters and passionate presales thought leader who couldn't be more pleased to give this answer.
05:59
October 29, 2021
#12 - How do you increase presales influence in your org? | Tony Francetic
#12 - How do you increase presales influence in your org? | Tony Francetic
Tony is a Solution Consultant leader at Thomson Reuters and passionate presales thought leader. He is riveted to give this answer.
11:43
October 29, 2021
#11 - How do you get more attention from buyers at the very beginning? | Robert Beattie
#11 - How do you get more attention from buyers at the very beginning? | Robert Beattie
Robert is a visionary sales leader who’s currently the Head of Sales Acceleration at Modernizing Medicine, and previously worked as Vice President of Sales at Thomson Reuters. He is animated to be giving this answer. 
08:39
October 29, 2021
#10 - What is the reality about automation in sales and presales? | Mark Green
#10 - What is the reality about automation in sales and presales? | Mark Green
Mark is a technology evangelist at Sage, Co-Host of the enormously successful podcast Two Presales in a Pod and founder of the Digital Presales Impact Model. Mark is stirred at the prospect of giving this answer. 
07:56
October 29, 2021
#9 - How do you get into presales and succeed? | Mark Green
#9 - How do you get into presales and succeed? | Mark Green
Mark is a technology evangelist at Sage, Co-Host of the enormously successful podcast Two Presales in a Pod and founder of the Digital Presales Impact Model. Mark is impassioned to be giving this answer.
05:53
October 29, 2021
#8 - How do sales and presales collaborate together better? | Chris White
#8 - How do sales and presales collaborate together better? | Chris White
Chris is the author of the book, The Six Habits of Highly Effective Sales Engineers. He’s also founder and CEO of TechSalesAdvisors, and the Founder and Managing Director of www.DemoDoctor.com - an online training resource for sales engineers. He is inspired to be giving this answer.
07:57
October 29, 2021
#7 - What's the biggest mistake reps make in their first demo? | Chris White
#7 - What's the biggest mistake reps make in their first demo? | Chris White
Chris is the author of the book, The Six Habits of Highly Effective Sales Engineers. He’s also founder and CEO of TechSalesAdvisors, and the Founder and Managing Director of www.DemoDoctor.com - an online training resource for sales engineers. He is exhilarated to be giving this answer.
09:20
October 29, 2021
#6 - How do you measure the impact and influence of presales? | Adam Freeman
#6 - How do you measure the impact and influence of presales? | Adam Freeman
Adam is the head of presales and enablement at the access group, a co-founder and host of the podcast Two Presales in a Pod, and is an industry thought leader and digital sales innovator. He is electrified to give this answer.
07:46
October 29, 2021
#5 - How do you create balanced presales KPIs? | Adam Freeman
#5 - How do you create balanced presales KPIs? | Adam Freeman
Adam is the head of presales and enablement at the access group, a co-founder and host of the podcast Two Presales in a Pod, and is an industry thought leader and digital sales innovator. He's pumped to answer this question.
08:46
October 29, 2021
#4 - What's the role of presales and how do you turn it into a career? | Don Carmichael
#4 - What's the role of presales and how do you turn it into a career? | Don Carmichael
Don is the founder and Chief Presales Evangelist of Winning Skills, Co-founder and Facilitator of the Global Presales Leaders forum, and Co-founder and Co-host of the podcast Two Presales in a Pod. Don is tickled to be answering this question.
12:04
October 28, 2021
#3 - How can presales leaders solve their retention and recruiting problems? | Don Carmichael
#3 - How can presales leaders solve their retention and recruiting problems? | Don Carmichael
Don is the founder and Chief Presales Evangelist of Winning Skills, Co-founder and Facilitator of the Global Presales Leaders forum, and Co-founder and Co-host of the podcast Two Presales in a Pod. Don couldn't be more thrilled to answer this question. 
12:05
October 28, 2021
#2 - How do frontline managers create better alignment with sales? | Peter Cohan
#2 - How do frontline managers create better alignment with sales? | Peter Cohan
Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! Methodology and the book by the same name. Peter is ecstatic to be answering this question!
08:34
October 28, 2021
#1 - What's the first thing presales leaders need to understand today vs. 10 years ago? | Peter Cohan
#1 - What's the first thing presales leaders need to understand today vs. 10 years ago? | Peter Cohan
Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! Methodology and the book by the same name. He's thrilled to answer this question.
07:33
October 28, 2021