Winning Complex Deals: How AI Empowers Sales Teams with Manisha Raisinghani
Presales Podcast by Presales Collective
Release Date: 03/24/2025
Insights from an SE-Leader-Turned-Recruiter: Why Classic Job Hunting is Dead
Presales Podcast by Presales Collective
In this second part of our conversation with Raphael Joseph, former SE turned recruiter and founder of Brando Tech, Jack Cochran and Matthew James dive deep into why traditional job hunting methods no longer work in today's market. Raphael shares strategic insights on how SEs should approach job searching in 2025, treating themselves as products and leveraging their natural skills to navigate the competitive landscape. IMPORTANT: This is Part 2 of a two-part series. Make sure to listen to Part 1 first for the complete discussion on personal branding and LinkedIn optimization. To join the show...
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Insights from an SE-Leader-Turned-Recruiter: Personal Branding for SEs with Raphael Joseph
Presales Podcast by Presales Collective
In this episode, Jack Cochran and Matthew James are joined by Raphael Joseph to discuss the critical importance of building a strong LinkedIn profile for PreSales professionals. They explore how the platform has evolved as a powerful career tool, especially in today's competitive job market. Raphael shares practical tips on crafting a professional presence that highlights your unique value proposition, explains the impact of consistent engagement, and offers advice on creating authentic content that resonates with hiring managers. To join the show live, follow the Presales Collective's...
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Forecast This: Why Presales Belongs in the Room
Presales Podcast by Presales Collective
In this episode, Jack Cochran and Matthew James are joined by Karthik Krishna, Manager of Solutions Engineering at Freshworks and Presales Collective's Regional Community Leader for Chennai. They explore how Solutions Engineers can gain strategic influence in deal cycles beyond just giving demos and answering technical questions. Episode Highlights Karthik shares his journey from developer to pre-sales professional The evolution from "demo-giver" to strategic partner in deal cycles How SEs can co-own opportunities with Account Executives Navigating tough conversations when deals aren't...
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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...
info_outlineIn 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 Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT/11AM ET/4PM GMT.
Follow the Hosts
- Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/
- Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/
- Connect with Manisha Raisinghani: https://www.linkedin.com/in/manisharaisinghani/
Links and Resources Mentioned
- Join Presales Collective Slack: https://www.presalescollective.com/slack
- SiftHub: https://www.sifthub.io/
Timestamps
00:00 Welcome
03:34 Manisha's journey to founding SiftHub
08:12 SE to AE ratios in different organizations
13:10 The changing role of SEs in relationship building
15:06 Three main buckets of SE work and how AI can help
16:30 The evolution of tribal knowledge
20:40 SaaS proliferation and knowledge fragmentation
26:51 How SEs can leverage AI effectively
31:02 Using AI to analyze POCs and RFPs
Key Topics Covered
- The Evolution of Tribal Knowledge
- From undocumented information to knowledge scattered across platforms
- How AI can consolidate knowledge from Slack, Salesforce, call recordings, and more
- Leveraging recorded conversations to preserve context and insights
- SE Challenges and AI Solutions
- Managing repetitive questions from sales teams and product managers
- Handling documentation tasks and RFP responses
- Creating custom solutions across different industries and regions
- The Changing SE Role
- Shift from technical support to relationship building
- Evolving buyer journeys requiring deeper technical engagement
- Balancing solutioning, question-answering, and demo responsibilities
- Measuring AI Impact
- Time savings on RFP responses and repetitive questions
- Using freed-up time for strategic activities and better customer engagement
- Supporting more deals simultaneously with AI assistance
- AI as a Teammate
- Using AI to enhance rather than replace SE capabilities
- How AI can work 24/7 across global teams
- The future of visual and diagram-based AI assistance