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27 minutes | Aug 18, 2022
Andy Raskin on the Power of Storytelling
Join special guest Andy Raskin for his perspective on the power of storytelling for Solutions teams–a topic he'll address in his UNXPCTD keynote. Andy has helped some of the biggest names in tech align their teams around a strategic narrative to drive success across GTM. Save your seat for the full talk at https://unxpctd.vivun.com/.
25 minutes | Jun 22, 2022
Adapting to Win: An AE Learns from PreSales
Account executive, Robert Crayton III, discusses how adopting PreSales traits helps him reach sales-proof buyers at a lean startup.
25 minutes | Mar 18, 2022
Scaling up to Deliver a Differentiated Buying Experience
Find out how Stephen Morrow, Solution Engineering leader at Devo, keeps up with the demand for PreSales in an industry where buyers need to get hands-on with products in virtually every deal.
31 minutes | Jan 19, 2022
How to Arm Your PreSales Team to Own Their Performance
Tune in to hear how a PreSales Individual Contributor, Katie Barends, Senior Solutions Consultant at Iterable, leverages data to unlock her full potential. In addition to working closely with sales to win deals, she also gets to be the voice of the customer before they become customers and share tribal knowledge across her department and the business.
25 minutes | Dec 9, 2021
Susan Beal on "The Other Side of the Table: Acquiring a Platform for PreSales"
Learn how and why the Corporate VP of PreSales at Blue Yonder acquired a platform for her org. Susan Beal shares what it was like being on "the other side of the table" to buy software for her department and details her mission to get better visibility and elevate the role of PreSales.
32 minutes | Sep 8, 2021
Ramzi Marjaba on Getting the Tech Win
In this episode of PreSales Heroes, you'll get key finding's from Vivun's most recent benchmark report along with insights from our guest Ramzi Marjaba of We the Sales Engineers.
36 minutes | Jul 28, 2021
Vivun CEO on creating a new category: PreSales Intel & Ops
Learn why Matt Darrow cofounded the first AI-driven platform for PreSales and what it does for industry-leading companies in B2B tech.
25 minutes | Jun 9, 2021
Empowering Women in PreSales
Learn how to build gender balance into your PreSales team and within your mentorship network.
34 minutes | May 19, 2021
Is POV (Proof of Value) the new POC?
PreSales' Role in Value Selling according to Bob Burkhardt, the VP of Global Systems Engineering at Sumo Logic. Learn how to leverage POVs in the sales cycle to make your buyers (and deals) more successful.
38 minutes | Apr 20, 2021
An Opera Singer's Guide to Pre and Post-Sales Harmony
Tia Wucher, Customer Engineering Director at Sourcegraph discusses how to build a technical team who will own the entire customer journey.
42 minutes | Apr 5, 2021
Building Customer Empathy in PreSales with Tosin Ajayi
Hear from Tosin Ajayi, Director of Solutions Architecture at MongoDB, how succeeding in PreSales is all about having empathy for your prospects and customers.
34 minutes | Mar 18, 2021
Bringing Product and PreSales Together with AI
Tune in to hear how Product teams build better software with PreSales inputs and data science.
19 minutes | Jan 22, 2021
The Path from IC to Executive Leadership
In this episode you'll gain insights into the evolution of a leader and how we do Presales at Vivun.
25 minutes | Jan 7, 2021
Presales Heroes from Vivun - Resolutions for Presales Leaders in 2021
Today’s topic is “Resolutions for Presales Leaders in 2021”, our guest Chris Browne, Director of Solutions Consulting at Dynamic Signal, will share some compelling best practices to help presales leaders build happy, strategic and effective teams.
34 minutes | Nov 9, 2020
Presales Heroes from Vivun - How to Train Your Team to be Storytellers
Brian Cotter, VP Global Sales Engineering at Seismic Software, discusses how he trains his team to become amazing storytellers. He outlines his framework, and offers how he uses a combination of the Seismic and Vivun platform to create additional impact.
25 minutes | Nov 3, 2020
Presales Heroes from Vivun - Unlocking Your Team's Strategic Potential
Marjorie Abdelkrime is a Sr. Director of Sales Engineering at VMWare, and she discusses her approach to raising her team's strategic profile. What part should they play in the sales forecast, and how does she coach them to think more about the business than technical features?
28 minutes | Oct 27, 2020
Presales Heroes from Vivun - Navigating your POC
Tony Matos, Director of Sales Engineering at Citrix, discusses his recently published book: The Essential Guide to Navigate your Proof of Concept.
26 minutes | Oct 19, 2020
Presales Heroes: Hiring, Onboarding, and Managing Great Talent
Lara Meadows, VP Sales Engineering at ThreatConnect, discusses her approach to hiring, onboarding, and managing great talent.
23 minutes | Sep 21, 2020
Presales Heroes from Vivun: Jeff Beane, Director of Technical Sales, Microsoft
Jeff Beane talks about his experiences as fast-growth startups as well as large enterprises, and switching hats from Sales to Presales -- and back again.
29 minutes | Sep 21, 2020
Presales Heroes from Vivun - Dave Russell, VP Solutions Engineering, Grafana Labs
Dave Russell, VP Solutions at Grafana Labs, discusses his playbook for being the first presales hire at a fast-growth startup and then building up a high performance team. He also discusses his strategy for managing a highly distributed team -- something he's done for years.
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