Mon, 16 Jan 2023 15:20:28 +0000Captivate.fmVivunhttps://artwork.captivate.fm/b30c347a-5655-40b2-b3d2-1252bab8afc6/KbNgpgNSsm8vThVAagpjFWhd.jpgVivunVivunPreSales is one of the most strategic teams in a company, but often their stories don't get told -- how they impact revenue, grow and scale their teams, and help shape the company's products. PreSales Heroes is here to tell those stories. Covering both PreSales/sales engineering leadership as well as key individual contributors, we find the most interesting people -- and find out what makes them tick. We cover their Hero Origin Story (how they got into PreSales), and their strategies for giving themselves and their teams a voice. PreSales Heroes comes to you from Vivun, the world's first PreSales Intel & Ops platform. Find out more at www.vivun.com and follow us at https://twitter.com/vivun_inchttps://presales-heroes-from-vivun.captivate.fmnoepisodicAndy Raskin on the Power of StorytellingJoin 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/.

]]>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/.

]]>f7a4c99b-3130-4bad-a664-86893b483040Thu, 18 Aug 2022 00:00:00 -070026:50nofull23VivunAdapting to Win: An AE Learns from PreSalesAccount executive, Robert Crayton III, discusses how adopting PreSales traits helps him reach sales-proof buyers at a lean startup.

]]>Account executive, Robert Crayton III, discusses how adopting PreSales traits helps him reach sales-proof buyers at a lean startup.

]]>34398e4c-1f44-4eec-bcb4-7004857d4c89Wed, 22 Jun 2022 02:00:00 -070025:07nofull22VivunScaling up to Deliver a Differentiated Buying ExperienceFind 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.

]]>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.

]]>73b2cc9a-5ef2-451f-9eb9-f00640f994a8Thu, 17 Mar 2022 17:07:00 -070024:39nofull21VivunHow to Arm Your PreSales Team to Own Their PerformanceTune 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.

]]>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.

]]>90760da3-8650-4733-879b-449edd4901d5Tue, 18 Jan 2022 21:30:00 -070031:09nofull21VivunSusan 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.

]]>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.

]]>36b31ffb-7915-4872-a964-c24dc1a5b679Thu, 09 Dec 2021 16:30:00 -070024:47nofull20VivunRamzi Marjaba on Getting the Tech WinIn 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.

]]>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.

]]>8e9a7f80-77ac-48ee-9102-a6054ab221c8Wed, 08 Sep 2021 08:30:00 -070032:22nofull19VivunVivun CEO on creating a new category: PreSales Intel & OpsLearn why Matt Darrow cofounded the first AI-driven platform for PreSales and what it does for industry-leading companies in B2B tech.

]]>Learn why Matt Darrow cofounded the first AI-driven platform for PreSales and what it does for industry-leading companies in B2B tech.

]]>1b9c4fc0-da7c-4143-adce-fbc506380fdfWed, 28 Jul 2021 11:00:00 -070035:47nofull18VivunEmpowering Women in PreSalesLearn how to build gender balance into your PreSales team and within your mentorship network.

]]>Learn how to build gender balance into your PreSales team and within your mentorship network.

]]>dffcbe8f-dcd9-447f-b592-dcfc3d1672bcTue, 08 Jun 2021 19:00:00 -070025:20nofull17VivunIs 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.

]]>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.

]]>81b36386-5a39-4f22-9520-1af4de9f27c2Wed, 19 May 2021 05:00:00 -070033:43nofull16VivunAn Opera Singer's Guide to Pre and Post-Sales HarmonyTia Wucher, Customer Engineering Director at Sourcegraph discusses how to build a technical team who will own the entire customer journey.

]]>Tia Wucher, Customer Engineering Director at Sourcegraph discusses how to build a technical team who will own the entire customer journey.

]]>6c73185a-dab4-483d-8b65-821e29dc9436Tue, 20 Apr 2021 05:00:00 -070037:50nofull15VivunBuilding Customer Empathy in PreSales with Tosin AjayiHear from Tosin Ajayi, Director of Solutions Architecture at MongoDB, how succeeding in PreSales is all about having empathy for your prospects and customers.

]]>Hear from Tosin Ajayi, Director of Solutions Architecture at MongoDB, how succeeding in PreSales is all about having empathy for your prospects and customers.

]]>d6175b15-6127-4ddb-acd8-f6f489326ec0Mon, 05 Apr 2021 06:30:00 -070042:16nofull14VivunBringing Product and PreSales Together with AITune in to hear how Product teams build better software with PreSales inputs and data science.

]]>Tune in to hear how Product teams build better software with PreSales inputs and data science.

]]>b19c9ea7-7e4b-420f-9d61-6ff1ca244affThu, 18 Mar 2021 13:00:00 -070034:00nofull13VivunThe Path from IC to Executive LeadershipIn this episode you'll gain insights into the evolution of a leader and how we do Presales at Vivun.

]]>In this episode you'll gain insights into the evolution of a leader and how we do Presales at Vivun.

]]>44319b6f-ac07-4e9e-af8d-323b21d894abFri, 22 Jan 2021 03:22:00 -070019:10nofullVivunPresales Heroes from Vivun - Resolutions for Presales Leaders in 202127cbf9b0-5d5f-4218-93bc-95da488a1bfdThu, 07 Jan 2021 02:35:00 -070025:04nofullVivunPresales Heroes from Vivun - How to Train Your Team to be Storytellers16decfc0-f743-43ab-bb61-8c7102b7d68cMon, 09 Nov 2020 14:37:00 -070034:22nofull10VivunPresales Heroes from Vivun - Unlocking Your Team's Strategic PotentialMarjorie 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?

]]>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?

]]>2363a078-7928-4e48-b7df-137ed48779ebMon, 02 Nov 2020 19:57:00 -070024:46nofull9VivunPresales Heroes from Vivun - Navigating your POCb563c046-30e5-4c0b-b332-5c8baaa3e7a3Tue, 27 Oct 2020 06:35:00 -070028:10nofull8VivunPresales Heroes: Hiring, Onboarding, and Managing Great Talentc52ed688-9073-4e61-9a37-8d5c466ed7b9Mon, 19 Oct 2020 14:42:00 -070026:05nofull7VivunPresales Heroes from Vivun: Jeff Beane, Director of Technical Sales, MicrosoftJeff Beane talks about his experiences as fast-growth startups as well as large enterprises, and switching hats from Sales to Presales -- and back again.

]]>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.

]]>9c99fd0f-0723-497c-bbf9-760620dd2f74Mon, 21 Sep 2020 15:03:00 -070023:10nofull6VivunPresales Heroes from Vivun - Dave Russell, VP Solutions Engineering, Grafana LabsDave 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.

]]>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.

]]>4a33238d-395b-416a-a164-4e6e7d4d01a2Sun, 20 Sep 2020 21:06:00 -070029:03nofull5VivunPresales Heroes from Vivun: Shannon Holgate from OracleShannon Holgate, Solutions Engineering at Oracle discusses how Oracle sources the next generation of presales leaders out of college, and also some surprising insights in regards to how presales should work when an enterprise like Oracle is moving down market and selling to smaller companies.

]]>Shannon Holgate, Solutions Engineering at Oracle discusses how Oracle sources the next generation of presales leaders out of college, and also some surprising insights in regards to how presales should work when an enterprise like Oracle is moving down market and selling to smaller companies.

]]>0c1b0406-17de-4014-8acf-b3dc327463c1Fri, 04 Sep 2020 08:39:00 -070026:23nofull4VivunPresales Heroes from Vivun: Joe Miller, Chief Data ScientistVivun's Chief Data Scientist Joe Miller discusses how he's using data science to help presales leaders improve forecast accuracy, as well as identify patterns that help them assign the right presales team members to particular opportunities.

]]>Vivun's Chief Data Scientist Joe Miller discusses how he's using data science to help presales leaders improve forecast accuracy, as well as identify patterns that help them assign the right presales team members to particular opportunities.

]]>befb05ac-6b9d-4f2a-8958-dca3d9ed6cddMon, 03 Aug 2020 19:42:00 -070026:33nofull3VivunPresales Heroes from Vivun: Leah McTiernan, VP at DocusignLeah McTiernan, VP Solutions Engineering at Docusign discusses her career path -- including an aborted foray into software development -- and her work at Docusign building W.I.S.E (Women in Solutions Engineering). She talks about why sales engineering is an incredible career for women, and how she uses her work to positively impact the business.

]]>Leah McTiernan, VP Solutions Engineering at Docusign discusses her career path -- including an aborted foray into software development -- and her work at Docusign building W.I.S.E (Women in Solutions Engineering). She talks about why sales engineering is an incredible career for women, and how she uses her work to positively impact the business.

]]>ad6ed091-c0b2-447c-825a-258fe48da54dFri, 31 Jul 2020 12:38:00 -070029:04nofull2VivunPresales Heroes from Vivun: Scott Wood, VP at Hewlett-Packard EnterprisesPresales Heroes interviews with leaders and incredible people in the presales and sales engineering fields. From Vivun. In this episode, Scott talks about his 32-year career at Hewlett-Packard Enterprises and the strategies he uses to manage a 600+ team. He also talks passionately about his program to identify and recruit brand new presales talent directly out of college -- and how he knows he's found the next superstar.

]]>Presales Heroes interviews with leaders and incredible people in the presales and sales engineering fields. From Vivun. In this episode, Scott talks about his 32-year career at Hewlett-Packard Enterprises and the strategies he uses to manage a 600+ team. He also talks passionately about his program to identify and recruit brand new presales talent directly out of college -- and how he knows he's found the next superstar.

]]>ca019f12-d808-42b3-ad02-37db5e8238beTue, 28 Jul 2020 14:05:00 -070029:20nofull1VP of Presales Scott Wood talks about his 32-year career at Hewlett-Packard Enterprises and the strategies he uses to manage a 600+ presales team.Vivun