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Burning Presales

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 ... Read more

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#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... Read more

11 Jul 2022

14mins

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#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 Consens... Read more

28 Jun 2022

13mins

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#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 ... Read more

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#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 ... Read more

15 Jun 2022

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#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 Eng... Read more

31 Mar 2022

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#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 Eng... Read more

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#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, entreprene... Read more

30 Mar 2022

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#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 t... Read more

29 Mar 2022

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#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 t... Read more

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#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... Read more

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