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 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.

Find us:

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/
• Connect with Allison Macalik: https://www.linkedin.com/in/allisonmacalik/
• Connect with Alex Nation: https://www.linkedin.com/in/alexandranation/ 

Links and Resources Mentioned

• Join Presales Collective Slack: https://www.presalescollective.com/slack
• Presales Collective newsletter: https://www.presalescollective.com/newsletter

Timestamps

00:00 - Introduction

02:48 - Alex's background and journey into presales

08:59 - The importance of being a presenter pain point gatherer

10:40 - The power of effective discovery

14:24 - The art of silence in customer interactions

20:26 - Presales vs. Sales

26:20 - Advice to younger self

29:25 - How to find Alex

Key Topics Covered

1. Career Transitions into Presales
   • Alex's journey from Nordstrom to tech
   • Finding your strength as a "presenter pain point gatherer"
   • The accidental path many take into presales roles
2. Effective Discovery Techniques
   • The importance of listening more than speaking
   • How good discovery differentiates vendors
   • Building trust with customers through purposeful questions
3. The Power of Silence
   • Using silence as a negotiation technique
   • Training yourself to be comfortable with pauses
   • Demonstrating confidence through patience
4. Presales and Sales Dynamics
   • Developing empathy for sales counterparts
   • Understanding the complete customer lifecycle
   • Working together for customer success
5. Career Development
   • The unique pressures and rewards of presales
   • Developing flexibility and resilience
   • Creating paths for women in presales