Presales Podcast by Presales Collective

Presales Podcast by Presales Collective is a podcast dedicated to growing the Solution Consulting community. We aim to provide presales professionals with the resources, knowledge, network, and mentorship to develop long, impactful careers.On the Presales Podcast, you'll hear from global presales leaders, top individual contributors, industry experts, enablement professionals, and entrepreneurs who have developed products for our profession.

Presales Podcast by Presales Collective is a technology podcast hosted by Jack Cochran, with 150 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Jack Cochran hosts Presales Podcast by Presales Collective, a technology show with 150 episodes published.

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  Episode #199

  Building Repeatable Methodologies with Paul Vogt

  Aug 17, 202631 min

  In this episode, Jack Cochran sits down with Paul Vogt, VP of Pre-Sales and Professional Services at GPG, to explore how building repeatable methodologies can transform solutions organizations at scale. The conversation dives deep into two powerful frameworks: the Technical Win Definition (5 binary yes/no questions that eliminate ambiguity and improve forecast accuracy) and the PGA Framework (Purpose, Goal, Agenda for planning every customer meeting). Thank you to Saleo for sponsoring this episode: https://saleo.io Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Paul Vogt: https://www.linkedin.com/in/paulvogt00/ Links and Resources Mentioned Join Presales Collective Slack: https://presalescollective.com/slack Sol/Con 2026 (Chicago, August 2026): https://presalescollective.com/solcon-2026 Presales Collective Podcast: https://presalescollective.com/podcast Paul's Blog: https://www.art-of-sales-engineering.com/ Key Topics Covered Paul's Career Journey: From Defense Contractor to Scaling Pre-Sales Teams at Twilio The Alaska Cellular Network Project: Building the First Network in Remote Communities Customer Lifecycle Gaps: Why 70% of Churn Happens During Onboarding Technical Win Definition: Creating 5 Binary Questions to Eliminate Ambiguity How Technical Win Criteria Improve Forecast Accuracy Better Than Sales Tracking The PGA Framework: Purpose, Goal, Agenda for Every Customer Meeting Warning Signs Your Organization Needs Repeatable Methodologies Using Metrics to Identify Where Deals Slow Down (POC-to-Win Rates as Diagnostic) The Lost Art of Prep Calls and Meeting Alignment Practice and Preparation: Why Pre-Sales Professionals Should Train Like Athletes Small Impactful Changes: The Ted Lasso Approach to Leadership

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  Episode #198

  Adapting to the Changing World of Presales with Steve Bullington

  Aug 3, 202632 min

  In this episode, Jack Cochran and Matthew James are joined by Steve Bullington, Global Public Sector Sales Onboarding and Strategic Programs Lead at Salesforce, to explore the seismic shifts reshaping presales. Steve draws powerful parallels between today's transformation and the move from perpetual licenses to SaaS, arguing that we're experiencing an equally fundamental change as the industry shifts to consumption-based pricing models. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Steve Bullington: https://www.linkedin.com/in/stevebullington/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Sol/Con 2026 (Chicago, August 2026): https://www.presalescollective.com/solcon-2026 Key Topics Covered The Evolution of Presales: From Technical Expert to Business Value Architect Consumption-Based Pricing Models and the Death of Shelfware The Critical Importance of Accurate Consumption Forecasting Forward-Deployed Engineers: The 10x Growth of a New Role AI's Impact on Demo Capabilities and Presales Productivity The Current Maturity Level of AI (Comparable to SaaS in 2000) Which Sales Roles Face AI Replacement and Future Career Pathways The Need to Accelerate Professional Development Beyond 1% Daily

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  Episode #197

  Debunking the Traditional Path to Presales with Adam Bauman

  Jul 20, 202629 min

  In this episode, Jack Cochran and Matthew James sit down with Adam Bauman, Staff Solutions Engineer at Kong, to challenge the myth of the "traditional" path into presales. Adam shares his journey from nearly 20 years in software engineering and management into solutions engineering, exploring why technical backgrounds can be powerful entry points into presales. The conversation also tackles practical advice for both sides of the hiring equation: how candidates without presales experience can demonstrate their value in interviews, and how hiring managers can look beyond traditional backgrounds to find great talent. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Adam Bauman: https://www.linkedin.com/in/adamjbauman/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Sol/Con 2026 (Chicago, August 2026): https://www.presalescollective.com/solcon-2026 Presales Collective Unscripted: https://luma.com/pscunscripted Key Topics Covered What Defines a "Traditional" Path to Presales and Why Most Paths Are Non-Traditional Adam's 20-Year Engineering Career and What Drew Him to Presales The Learning Curve: Demos, Confidence, and Learning Not to Know Everything Scoping Engagements and Understanding Buying Journeys Beyond Technical Validation Staying Involved Through Security, Procurement, and Legal Reviews Understanding Business Value and ROI from an Engineering Mindset Using AI Tools Like Claude for Personal and Professional Efficiency How to Interview for Presales Without Traditional Experience Changes Needed in Recruiting: Using Rubrics and Formalized Evaluation Timestamps 00:00 Start 03:36 Welcome Adam Bauman 06:58 Building confidence without all the answers 10:25 Drawing from an engineering background 13:55 Timeline for feeling confident in the role 22:07 Communicating value without presales experience 24:34 Changes needed in recruiting and hiring 27:23 Final Thoughts

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  Episode #196

  Becoming Sales Leadership's Trusted Advisor with Lisa Jameson

  Jul 6, 202627 min

  In this episode, Jack Cochran and Matthew James sit down with Lisa Jameson, a seasoned solutions professional, to explore how she built strategic influence and became a trusted advisor to sales leadership without moving into management. Lisa provides a practical framework for assessing your current level of trust with sales leadership, finding creative solutions beyond product limitations, and ultimately structuring a custom role that maximizes your impact while staying on the individual contributor track. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Mathew James: https://www.linkedin.com/in/matthewyoungjames/ Connect with Lisa Jameson: https://www.linkedin.com/in/lisajamesondb/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Sol/Con 2026 (Chicago, August 2026): https://www.presalescollective.com/solcon-2026 Key Topics Covered Building Initial Trust Through Proactive Learning and Debrief Calls The Deal Review as Critical Trust Builder for Won and Lost Deals Strategic Use of Closed Lost Deals to Increase Credibility The "If We're Working It, We're Working It" Philosophy Recognizing When Sales Teams Trust Your Strategic Input Developing Deep Expertise in a Niche Area Creating Custom IC Roles Through Proven Value Moving Beyond Product Limitations with Partners and Creative Solutions The Long Game of Career Development and Building Credibility Structuring Compensation and Proving ROI for Strategic Roles

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  Episode #195

  The Value of a Presales Academy with Rob Fallon

  Jun 22, 202631 min

  Rob Fallon , Director, Americas SE Strategy & Associate Program at Nutanix, has built presales academy programs at both Dell EMC and Nutanix, joins the show to discuss the strategic importance of creating structured training programs for presales professionals. Rob shares his experience transforming Dell's 12-week boot camp into a comprehensive academy and building Nutanix's current 18-month-old program from the ground up. The conversation tackles the "inverted pyramid" problem that plagues many SE organizations—being too heavy with expensive senior talent and lacking junior pipeline—and why most companies struggle to fix it. The discussion covers the business case for academies, how to secure executive sponsorship and funding, the structure of successful two-year programs, and why hiring for technical curiosity and grit matters more than existing technical knowledge. Follow Us Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/ Connect with Rob Fallon: https://www.linkedin.com/in/robfallon/ Links and Resources Mentioned Join Presales Collective Slack: https://www.presalescollective.com/slack Sol/Con 2026 (Chicago, August 2026): https://www.presalescollective.com/solcon-2026 Contact Rob: rob.fallon@nutanix.com Key Topics Covered The Inverted Pyramid Problem: Why SE Organizations Over-Hire Senior Talent Executive Sponsorship and Funding: Getting Buy-In for Long-Term Investment The Two-Year Academy Program Structure at Nutanix Hiring for Technical Curiosity, Communication, and Grit Over Knowledge Why Field Integration and Manager Engagement Are Critical to Success How Academy Associates Become Productive Within 12 Months Academy Programs as Diversity and Fresh Thinking Enablers Success Metrics: When Field Leaders Want Academy Grads on Their Teams

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