Hiring: How to Build an Inclusive Bench w/Diana Cappello
PreSales Podcast by PreSales Collective
Release Date: 07/02/2024
Sneak Peek at 2025
PreSales Podcast by PreSales Collective
As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast. Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each episode.
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A Fireside Chat with the New GM of PSC
PreSales Podcast by PreSales Collective
Today on the PreSales Podcast we have an exciting announcement, we have the pleasure and opportunity to announce the next General Manager at PreSales Collective, Jack Cochran. We talk about this exciting new chapter for PreSales Collective, how we are expanding with a new PreSales Collective board of directors, the excitement of hitting the milestone of 50,000 members, and the community's future. What I love most about Jack is that he is deeply rooted in this thing, he has experience running communities, content creation, like his podcasts, and a passion to drive the collective forward....
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The Demo Challenge: Capturing Buyer Attention Before the Demo w/Todd Janzen
PreSales Podcast by PreSales Collective
Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. One of the standout points was Todd's focus on the statistic that 83% of B2B buyers engage in self-discovery before ever speaking to a sales representative. We also explore Todd's unique journey into pre-sales, starting from his early days in...
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Product Power Plays: Scale, Sales, and PreSales w/Sarah Idriss
PreSales Podcast by PreSales Collective
Sarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast. Episode Takeaways: Relationship of Product + PreSales (and beyond). The vital role PreSales plays in shaping product development and ensuring alignment with customer needs. What makes a good product...and what makes a great product? What differentiates good products from great ones: integrating PreSales feedback into product innovation. Feedback loop - how to fine-tune product features. Using...
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PreSales Mastery: Elevating Influence Across the Customer Lifecycle w/Julia Lustig
PreSales Podcast by PreSales Collective
Hello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry. Today I’m speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast. We explore how to create content on Linkedin, the future of solution consulting examining how this role is evolving in response to new challenges and technologies. We also discuss the importance of collaboration across departments and how AI is reshaping the pre-sales landscape. You can find Julia Lustig on LinkedIn: Remember, these insights are not...
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Beyond the Pitch: Do Technical SCs Have the Upper Hand? w/Dan Hellerman
PreSales Podcast by PreSales Collective
Episode Title: The Power of Technical Mastery in PreSales with Dan Hellerman Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professionals. Dan shares his deep passion for technology and explains how a thorough understanding of the technical aspects of a product can be a game-changer in demo environments. From managing the complexities of SaaS environments to the critical role AI...
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Mastering Human Skills and Growing into Leadership w/Ron Whitson
PreSales Podcast by PreSales Collective
This episode delves into Ron Whitson's career journey as a presales professional, highlighting essential lessons learned along the way. While his technical skills initially secured my role, it was mastering human skills that truly accelerated his success. Episode Takeaways Imposter syndrome never really goes away To excel as a presales professional, focus on human skills There’s always something new to learn if you look for it Guidance on growing into leadership as a presales professional Closing Advice One of the best pieces of advice I received was from an IBM executive:...
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Extra Credit: PreSales Enablement w/Liz Anderson
PreSales Podcast by PreSales Collective
Liz Anderson directs the PreSales Collective Enablement programming, from PreSales Academy through leadership training, channeling her PreSales experience through to world-class programming and facilitation. Liz has well over a decade of experience and PreSales from organizations, large and small, from Slack to startups. Episode Takeaways Presales enablement is essential to prioritize and needs a balance between technical and soft skills. Learning is best done with others both for practice and for accountability. You are responsible for your own growth; create a plan that...
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Product & GTM Gold - Building Incredible Product Feedback Solutions w/Daniel Kish
PreSales Podcast by PreSales Collective
Join Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forces tenure. Daniel emphasizes that effective product marketing requires collaboration beyond the marketing department, particularly with presales teams. He advocates for proactive outreach and communication councils to align messaging and strategy....
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AI, Automation, and the Future of Sales Engineering w/Patty Hager
PreSales Podcast by PreSales Collective
Today, I’m speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more. Patty is passionate about inclusion in PreSales with her work as a council member of Women in Solutions Excellence PSC and director of WISE at Salesforce, and a previous PSC Ambassador. I also share insight into my experience in this area. You can connect with Patty here: Patty Hager shared her upcoming volunteer experience with Bridge to Rwanda through Salesforce's...
info_outlineToday, 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.