Founder Stories: Demo Programs Meet Buyers Where They Are w/Evan Powell
Presales Podcast by Presales Collective
Release Date: 07/16/2024
Buy, Sell, Beware: Examining the Ethics of AI with Dianna Cappello
Presales Podcast by Presales Collective
Today’s episode was recorded during Presales Collective’s AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo Engineering at Eightfold. The discussion explores how AI is transforming the presales landscape, from creating demo environments to navigating AI buying committees and addressing hiring practices in tech. Diana shares insights from her 20-year...
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Presales People in Disguise with Alex Nation
Presales Podcast by Presales Collective
In this episode, Jack Cochran (General Manager, Presales Collective) and guest co-host Allison Macalik dive into the topic of "Presales People in Disguise" with Alex Nation. They explore the journey into presales roles, the importance of effective discovery techniques, the power of silence in customer interactions, and the unique relationship between presales professionals and sales teams. Alex shares valuable insights from her career transition from retail to tech, highlighting key skills that have made her successful in the presales world. To join the show live, follow the Presales...
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Winning Complex Deals: How AI Empowers Sales Teams with Manisha Raisinghani
Presales Podcast by Presales Collective
In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on leveraging AI for RFPs, POCs, and competitive intelligence, while emphasizing that AI serves as a sidekick to enhance SEs' strategic value rather than replace them. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC...
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From Novice to Expert: Presales Career Paths with Kalyan Ramkumar
Presales Podcast by Presales Collective
In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly...
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Exploring Value in Modern Tech Sales with David Yockelson
Presales Podcast by Presales Collective
In today's episode, Jack Cochran and Matthew James sit down with David Yockelson, Distinguished VP and Gartner Fellow, to discuss the evolution of value realization in tech sales. They explore how buyer behaviors have changed, the importance of understanding customer needs before leading with technology, and practical approaches for pre-sales professionals to shift towards value-based selling. To join the show live, follow the PreSales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Follow the Hosts and Guest ...
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Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu
Presales Podcast by Presales Collective
Show Notes In today's episode, (CEO & Co-founder, ) joins and to discuss AI agents in PreSales and the evolution of the industry. They explore the changing landscape of PreSales leadership, practical applications of AI, and strategies for evaluating AI solutions. Thank you to for sponsoring this episode. Arphie is the leading AI-powered platform for automating RFPs and security questionnaires. Arphie empowers teams — from the Fortune 500 to high-growth startups — to save time, improve accuracy, and deliver results faster than ever by combining your prior responses and company...
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Human Qualities of Presales Leadership with Ron Whitson
Presales Podcast by Presales Collective
In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top individual contributors to successful team leaders. To join the show live, follow the PreSales Collective's LinkedIn page. PreSales LIVE airs bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT. Links Follow the Hosts & Guest Connect with Jack...
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The State of Presales in 2025 with Matthew James
Presales Podcast by Presales Collective
In today’s episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debates. The episode offers insights into career development opportunities beyond traditional paths and emphasizes the importance of community involvement in shaping the future of pre-sales. To join the show live, follow the PreSales Collective’s...
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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....
info_outlineToday, 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.