135. CROs Perspective: Unlocking the Solutions Consultant w/Dini Mehta

Today, 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 We talk about: Buying in 2024 is different - we need to meet the prospect where they are Selling is a team sport - a Demo Program is necessary to enable your entire GTM team and help your buyer Trends in AI and Demo Automation One of my biggest takeaways is this: Now is the time to expand your influence. Executives are hungry for the information you have and the unique skills you bring to the table. Don’t squander the chance. There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in. Thank you for joining me today on this epic adventure with Evan Powell You can find Evan on Linkedin: https://www.linkedin.com/in/evanwapowell/ Evan's email [email protected], And Reprise.com Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

Today, I’m speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - templates for SEs. The title for today's episode is Hiring: How to Build an Inclusive Bench We will dive into the important and sometimes sticky subject of building inclusive teams on purpose, focused on sourcing goals and Diana’s unique approach to building incredibly successful teams. We talk about: Where to find great talent How to build teams for performance Where a little change can make a massive difference One of my biggest takeaways is to build a sourcing goal instead of a hiring one. Simply finding the right sources is key - and great talent is most likely already employed. You have to go the extra mile as a hiring manager to make it happen. You can find Diana on Linkedin: https://www.linkedin.com/in/dianacappello/ Templates 4 SCs: https://www.etsy.com/shop/Templates4SCs Thank you for tuning in. At PSC we are about learning, connecting, and growing. I believe investing in these three pillars will greatly increase your success and happiness at work and in life.    

Welcome to the PreSales Podcast. It’s your host and PSC GM, Chris Mabry. Today, I have the privilege of speaking with David Duffett, a Telecom presales engineer who has transitioned into an award-winning speaker and coach. David is the mastermind behind “Let the Geek Speak” and has delivered numerous impactful keynotes to technical sales organizations. You might recall his engaging session at our Elevate and Engage summit, where he was the esteemed Keynote for the day. The title for today's episode is Techie Turbo: Accelerating Personal Achievement through Comms Skills. Today, we delve into David’s 7 Power Presenting Protocols, a treasure trove of practical tips and strategies. His passion lies in helping us technical professionals create effective structures and frameworks for our presentations, enabling us to make a real impact. We talk about: Why Technical people are not always the best communicators How our ability to connect and engage affects our perceived value Where a little change can make a massive difference. David Duffett's LinkedIn: https://www.linkedin.com/in/davidduffett/ PreSales Collective Elevate and Engage Summit Keynote w/David Duffett: https://www.youtube.com/watch?v=p0JTDnNMG9Y There are so many golden nuggets here - I hope you enjoy it as much as I did and thank you for tuning in.

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and the adventure of entrepreneurship. We talk about product-led growth, the new mantra of buyer enablement, how buyers are changing, and how companies need to adapt to this trend. Akasha's story and his journey is incredible. One of my biggest takeaways is how we can show up every day to do consistent work, even boring work, with compassion for ourselves and everyone around us and have a little fun while we're doing it. You can find Akash here on LinkedIn. And, of course, on the Storylane website. Thank you so much for tuning in. I hope you enjoy it as much as I did.  

Welcome to the PreSales Podcast!  Your host and PSC GM, Chris Mabry, speaks with Ross Rotherham,  Leadership Coach, PreSales Leader, holistic medicine practitioner, and much more. The title for today's episode is Coaching for PreSales Leaders. We will dive into Ross’s journey from holistic medicine to coaching, defining and differentiating mentoring and coaching. We unpack the different styles and uses of coaching and provide tips for Leaders to enhance their coaching using the concepts of Curious Communication: Conscious Listening, Effective Questioning, and Intentional Presence We barely scratch the surface on Ross’s journey and how his craft can give us an incredible advantage in our business conversations and in life. I hope you enjoy it as much as I did and thank you for tuning in. You can reach Ross here on LinkedIn: https://www.linkedin.com/in/ross-rotherham-coach/  

In this episode of the PreSales Podcast, Chris Mabry speaks with Kai Tillman - Army Veteran, 5x published author, educator, and Senior Solutions Engineer at Atlassian. One of the biggest takeaways is this:  Veterans have a unique blend of skills and experiences that equip them to tackle complex challenges easily. They have GRIT and stay steady while faced with huge change, making them a perfect fit for the dynamic world of presales. We discuss Kai’s unique journey, the significant challenges veterans face while transitioning into civilian work, and go deep into Kai’s philosophy and experience. I hope you enjoy it as much as I did, and thank you for tuning in.

In this episode of the PreSales Podcast, Chris Mabry and Justin McDonald discuss Justin’s journey from individual contributor to Founder and CEO. We discuss struggles, lessons learned along the way, and tools he developed as an SE that he still uses today as a CEO.  Explore the rising significance of live demos in SaaS sales world Discuss how a demo isn’t just a “presentation” but a methodology/process you must go through to unpack and discover what the client needs. Explore strategies for maximum impact and best practices for engaging your audience.  Highlight the advantages that live demos have for Sales Engineers (SEs) to enhance customer engagement and conversion rates but also offer SEs to have a unique competitive and professional edge. Thank you for tuning in! - PSC  

In this Letter to the Community, I introduce myself to the PreSales community as the new General Manager, giving insight into my backstory as a Solution Consultant and the journey to leading and managing teams.  I unpack what I love most about my career and the PreSales Collective: People. The human story of growth, friendship, and potential is what drives me.  At PreSales Collective, we believe the investment in three pillars leads to  Personal and Professional Development.  Thought Leadership Content. Meaningful Connections. If you are investing in professional and personal development, consuming high-quality/thought leadership content in your space, and making meaningful connections - You are operating at a higher potential than if you are not.  Period. Tune-in and Connect! 143 Letter to the Community w/Chris Mabry

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.   142. Becoming a World-Class SC: Mentoring and Coaching Others (Part 6 of 6) w/Sidney Gomez   Host: Mattie Stremic, Head of Academy, PreSales Academy  

This six-part series is designed to help Solutions Consultants of all experience levels perfect their craft and be the best in their field. Through interviews and case studies with experienced professionals, we’ll unpack real-life stories and get actionable insights into what you can do right now to become a world-class SC. Tune in and discover strategies for: Continuous learning and improvement Taking ownership of the customer experience Developing and maintaining relationships with stakeholders And much more! This ‘Becoming a World Class Solutions Professional’ framework was developed by Yuji Higashi as part of the PreSales Foundations program.   141. Becoming a World-Class SC: Developing your External Network (Part 5 of 6) w/Ron Whitson   Host: Mattie Stremic, Head of Academy, PreSales Academy