Path to PreSales (Matt Madden)

Episode #00 - Announcing the launch of the Path to PreSales podcast! Host and Senior Sales Engineer, Matt Madden, will be interviewing PreSales professionals that had very unique paths into technology career roles that are focused on PreSales activities. In each episode, we'll surface actionable insights from our guest's journey into the role, including tips, lessons learned, and recommendations shared that will help you determine and pursue your own unique path into a PreSales role!

Episodes release every Wednesday, starting March 22nd.

Episode #001 - In this FIRST episode of the Path to PreSales podcast, we speak with Greg Condon, Senior Sales Engineer at Checkr.

Greg delivers a masterclass on leaning into your existing strengths and how to network effectively (even if you don't know where to start), while also sharing some very helpful perspective on the right mindset and actions that can help you maximize opportunities to land your first or next PreSales career role. Additionally, we talk about the importance of finding a role that aligns with your goals, strengths, and vision.

Episode #002 - In this episode, we speak with Kevin O’Dell, VP of Field Engineering at Synthesized.

We dig into Kevin’s amazing journey into PreSales, from his roots in in technical support, to how that progressed into his path to PreSales from there, where he excelled as an individual contributor and then moved into Sales Engineering leadership, eventually becoming a published O’Reilly author!

Kevin is an amazing storyteller and mentor, and I think you are going to really enjoy and find value in his perspective and the advice he shares in today’s episode. 

Episode #003 - In this episode, we speak with Sarah Musick, Cloud Solution Architect at Intel.

Not only do we dig into Sarah’s Path to PreSales, but we get really tactical on learning routines, habits, and mindset that can help you be successful in your pursuit of your first role, next role, or next promotion within tech and, specifically, PreSales.

Regardless of where you are in your career journey, whatever you may be focused on learning right now, there are some really actionable takeaways ahead, so hit play and subscribe to get more great episodes like this every Wednesday! 

Episode #004 - In this episode of Path to PreSales, we kickoff an educational spotlight series that is in a solo episode style. Today's episode focuses on how to use chatGPT to learn and improve technical skills that can help you land your first or next role in PreSales. Uniquely, this episode is entirely narrated by Matt Madden's new AI co-host, who discusses the importance of prompt engineering and best practices for using chatGPT to refine technical skills.

Would love to hear feedback on the style of this episode, so please let us know! I hope it can kickstart your chatGPT testing journey for augmenting your PreSales skill-building workflows! 

Episode #005 - Let's talk PreSales within Cybersecurity! On this episode of Path to PreSales, we explore key learning considerations for breaking into tech and presales with a cybersecurity focus.

Our guest, Damian Tommasino, is Principal Security Sales Engineer at Feroot Security and founder of Cyber Informants: a unique content hub, education platform, and community that is on a mission to redefine pre-sales within the cybersecurity industry. 

Join us as we dive into Damian's path to PreSales within cybersecurity, and discuss many excellent resources that he's working on to help you find your own path within cybersecurity! 

Episode #006 - In this episode, we sit down with Paul Pearce, a PreSales veteran and certified Great Demo! trainer, to explore the exciting world of PreSales and its potential to transform your career. 

Paul shares his expertise in conducting impactful demos, the importance of discovery, and his journey through 22 years of executive and technical sales leadership. Learn how to harness your unique skills and experiences to excel in the PreSales profession, and make a lasting impact on your organization and clients.

Episode highlights:

• The thrill of PreSales: It's like being an F16 fighter pilot (love this perspective!)
• Diverse paths into PreSales: Leveraging your domain expertise for a successful transition
• Academy programs and resources: Empowering your PreSales journey with invaluable guidance
• The Great Demo! methodology: Mastering the art of discovery and demos to achieve PreSales success

Don't delay – hit play and learn from an industry expert about the rewarding, high-impact world of PreSales!

Get in touch with Paul at:

• https://www.linkedin.com/in/ppearce/
• ppearce@greatdemo.com

Resources mentioned throughout today’s conversation:

• https://greatdemo.com/
• https://greatdemo.com/learn/books/
• https://masteringtechnicalsales.com/mts4ebook
• https://www.presalesacademy.com/

Episode #007 - This week, we speak with a former manager of mine, Pratik Patel, who is currently VP of Operations & Business Intelligence at Hone.  If you're considering a career in tech and are open to, or interested in, a PreSales role, then this episode is a must-listen! 

We dive into Pratik's roots in consulting and operations, which led to his growth into a post-sales role that ultimately led to his transition into PreSales and beyond. Tune in to discover how this role can give you a strong experience advantage that you can apply in your career growth journey to other tracks within tech like cybersecurity, full-stack engineering, or operations and analytics like Pratik has done!

Even if you are already in a PreSales position and wondering how you can advance to other roles, this conversation will offer valuable insights. Listen in and let me know what part of the conversation you found most helpful!

Resources mentioned throughout today’s conversation:

• Hone 
• All-In Podcast

Episode #008 - In this uniquely formatted episode, I interview one of our amazing listeners, Leonard Aronson, who is a Senior Software Engineer that is in the process of pivoting to a career in PreSales! It was so, so awesome to have him on the show to discuss questions that he shared in advance (thanks again, Len!) 

This episode is also a preamble to our forthcoming three-part learning series that will help you confidently navigate the PreSales job hunt and interview process.

We discuss key strategies to identify the ideal PreSales position tailored to your unique skills and aspirations. Len shares insightful tips from advice he's received on resume refactoring to help you craft a compelling application, and our discussion breaks down common interview processes so that you can more confidently navigate your next interview.

Hit play and dive into Len's story and our discussion. I'm confident it will be a helpful initial guide on how to find the right PreSales position, optimize your interview prep process, and gain clarity on the end-to-end candidate journey within PreSales pursuits!

Click here for show notes with links to resources discussed

Episode #009 - This week, I had the pleasure of speaking with Karsten Chearis, a Cybersecurity PreSales leader who currently leads a global team of SEs at Rapid7. Whether you're in the tech industry or thinking about joining, this insights-packed episode is a must-listen!

We delve into many lessons learned from Karsten's career and life journey such as: 

• How to become a more effective communicator, leader, and life-long learner
• Time management tips to level up your current process (at home and work)
• DEI challenges within tech and PreSales
• Strategies for overcoming such challenges through better relationships and more welcoming communities 
• The dynamics and importance of mentorship, plus an amazing 3-part framework to improve your approach to fostering healthy mentor, mentee, and peer relationships

Hit play, then let us know which part of Karsten's journey and lessons resonate with you the most!

 Episode #010 - Are you ready to stand out from the competition and thrive in PreSales?  Then join us for this insightful conversation with Peter Cohan, the founder and renowned author of Great Demo! and Doing Discovery, two industry leading books on best practices within PreSales.

In this episode, Peter shares how absorbing and practicing the lessons from his books can give you an edge as a candidate. Additionally, Peter provides valuable advice on collaborating effectively with your Account Executives, understanding what PreSales hiring managers truly seek, and navigating the delicate balance between passion and pragmatism.

Don't miss out on Peter's wisdom on embracing Imposter Syndrome, avoiding the "peak of Mount Stupid," and the seven words that will make you a better SE when faced with challenging questions.

Tune in now to take your PreSales career to the next level!

Additional show notes, resource links, and more: https://pathtopresales.com/session10

Episode #011 - In this episode, I speak with Tony Francetic, Senior Manager of Solutions Consulting at Thomson Reuters. Tony currently leads a team of over 30 solutions consultants,  helping them grow and thrive within their presales journey everyday. We explore his unique career path that started in journalism, before transitioning to software support, then training, then training management, which ultimately led him to presales management. It's an amazing story you won't want to miss!

Tony offers insights into his humble journey and the mindset, attitude, and work ethic that has helped him succeed across diverse fields. From lessons learned along the way to stoic principles he is mindful of today,  we discuss the approaches, strategies, and best practices that have been crucial in his career transition and growth. 

If you're curious about unconventional Paths to PreSales or looking for inspiration to navigate career changes, this episode is for you! Tony's story is packed with many lessons that you can apply to your own path, so listen in and learn about the things that have helped him successfully grow his career in tech and presales.

Episode #012 - In this episode, we sit down and explore the PreSales and tech career journey of Brian Lewis, Co-founder and CRO of Homerun Presales. Along the way, Brian provides invaluable insight on everything from how to stand out as a candidate at your dream company (even if they don't currently have open job postings!), to PreSales skill-building, and more. He also gives a really great overview of the current state of the PreSales software solutions ecosystem, from demo automation tools to purpose-built platforms for PreSales team success like Homerun Presales. 

All in all, Brian provides a comprehensive overview that can help you knock your PreSales career out of the park. Give it a listen today wherever you get your podcasts! 

Episode #013 - On the newest episode of Path to PreSales, Mark Green from Consensus joins us to take you on his PreSales journey. Learn the ropes of personal branding from a veteran PreSales leader and podcaster, understand why it matters, and get inspired by his origin story. We cover a lot of ground in this episode, and I am confident it will equip you with the mindset and process advice that will help you build your brand intentionally and navigate the PreSales landscape confidently.

Also, be sure to check out the excellent PreSales podcasts that Mark hosts/co-hosts, which are Burning PreSales and Two PreSales in a Pod!

Resources Discussed in Today's Episode

• Mark's Website: https://www.mark.technology/
• A PreSales Must-read: Selling is Hard. Buying is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle by Garin Hess
• Concensus
• 2023 Sales Engineering Compensation & Workload Report

Episode #014 - In this episode, I sit down with Rew Dickinson, CEO at Alpha PreSales, to discuss his intriguing path from Consultant to Sales Engineer (SE) to Account Executive (AE) to CEO. Rew provides awesome insight into  how becoming an AE can make you a better SE, how to lead regardless of your title (i.e., it's OK to not go the traditional management route and crush it as an IC instead!), the synergy between different PreSales roles, and the essence of success in the field. His reflections and advice are a compelling and informative guide for both newcomers and seasoned professionals.

Don't miss this opportunity to learn from a true thought leader in PreSales and #techcareeradvice. Subscribe today and level up your tech career skills with us!

Resources Discussed in Today's Episode

• Alpha PreSales (website): https://www.alphapresales.com/
• Alpha PreSales (LinkedIn page): https://www.linkedin.com/company/alpha-presales/
• Connect with Rew on LI:  https://www.linkedin.com/in/rewdickinson/

In this episode, we sit down to explore the path to presales of Jack Cochran, Director of Solutions Consulting at ActionIQ.

There is so much to be learned from Jack's story, leadership style, and perspective. We deep dive into how reading has not only shaped his professional outlook but also honed his leadership skills. 

From recommended reads to career-defining strategies, Jack provides awesome advice for PreSales success that you won't want to miss!