Webinar Archive

PSC Deep Dive Workshop This hands-on Deep Dive Workshop is designed for presales leaders and team members who want to build stronger, more effective teams through better measurement, coaching, and performance management. In this interactive session, we’ll move beyond theory and into real-world application. You’ll work through practical exercises focused on connecting your work to business metrics, coaching for growth, and navigating performance challenges with confidence. Expect a highly participatory format with individual reflection, small-group activities, and peer discussion throughout. What You’ll Work Through Understanding the business metrics that matter and how your role connects to them Building a practical metrics framework for yourself or your team Coaching for growth using proven models and real conversations Identifying skill gaps and creating meaningful development plans What You’ll Leave With A clear metrics framework you can apply immediately Tools to coach more effectively without slipping into micromanagement A structured approach to team upskilling and development A personalized 30–60–90 day action plan with built-in accountability ☕ Coffee and a continental breakfast will be provided. Registration Free for PSC Pro & Pro+ members $27 for non-members This workshop is ideal for presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth within their teams. This is a working session, not a presentation. Come ready to participate, reflect, and apply what you learn.

PSC Deep Dive Workshop: Operational Excellence (For Presales Teams & Leaders) This hands-on Deep Dive Workshop is designed for presales leaders and team members who want to build stronger, more effective teams through better measurement, coaching, and performance management. In this interactive session, we’ll move beyond theory and into real-world application. You’ll work through practical exercises focused on connecting your work to business metrics, coaching for growth, and navigating performance challenges with confidence. Expect a highly participatory format with individual reflection, small-group activities, and peer discussion throughout. What You’ll Work Through Understanding the business metrics that matter and how your role connects to them Building a practical metrics framework for yourself or your team Coaching for growth using proven models and real conversations Identifying skill gaps and creating meaningful development plans What You’ll Leave With A clear metrics framework you can apply immediately Tools to coach more effectively without slipping into micromanagement A structured approach to team upskilling and development A personalized 30–60–90 day action plan with built-in accountability ☕ Coffee and a continental breakfast will be provided. Registration Free for PSC Pro & Pro+ members $27 for non-members This workshop is ideal for presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth within their teams. This is a working session, not a presentation. Come ready to participate, reflect, and apply what you learn.

Join us for our quarterly Presales happy hour! This event is a great opportunity to connect with fellow presales professionals, exchange insights, and build community in a relaxed, social setting. 📅 Date: Wed, March 18 🕠 Time: 5:30 PM PT 📍 Location: Ladd & Lass Taproom 🎤 Hosted by: Schiff Adelson & Jodina Grande Whether you’re new to presales or a seasoned pro, this is a space to share ideas, learn from peers, and strengthen connections in a casual environment. What to Expect: Networking with your local presales community Relaxed conversations over drinks and light bites A chance to connect, learn, and unwind together We can’t wait to see you there! 🎉

This hands-on workshop is focused on putting practical systems in place to help Sales Engineers handle their day-to-day work more effectively using AI. Rather than using AI in scattered, ad-hoc ways, we’ll look at how to embed it directly into core SE workflows - from prep and follow-ups to research, analysis, and internal collaboration. The aim is simple: reduce manual effort, improve consistency, and give every SE more leverage in the field. We’ll work through real workflow friction points, identify high-impact opportunities, and outline a clear, practical path to operationalize this within the team. Come ready to think, map, and build - this session is about execution, not theory.

March 19 | 8:00AM–12:00PM PT Sponsored by Saleo The AI-Powered Presales Virtual Summit is Presales Collective’s most attended event of the year and returns for its second annual edition. This half-day summit brings together presales practitioners and leaders to examine how AI is actually reshaping the presales function beyond tools, beyond experimentation, and into real expectations, skills, and risks. As the capstone to PSC’s Q1 focus on AI in presales, this summit connects the dots across everything we’ve explored this quarter: buyer behavior, the evolving SE skill set, day-to-day execution, and the new challenges AI introduces inside live sales cycles. Across four sessions, you’ll explore: How modern buyers are using AI before and during sales conversations and what that means for discovery and demos The skills SEs need to succeed in an AI-first world, with an emphasis on judgment, decision-making, and context over tooling What an AI-enabled SE role actually looks like in practice as we head into 2026 The risks, blind spots, and operational challenges AI introduces and how presales teams can prepare for them This summit is designed for Solutions Engineers, presales leaders, and technical sellers who want a clear, grounded view of where AI is helping, where it complicates the work, and how to adapt without chasing noise. Who should attend: Presales professionals at all levels, from ICs to senior leaders, who want to stay relevant, effective, and credible in an AI-shaped sales environment.

Calling All Presales Professionals in New York! Are you a presales professional looking to expand your network, exchange ideas, and connect with peers? Join us for an exclusive Presales Networking Mixer in New York! This is your chance to meet fellow presales professionals in a relaxed and welcoming setting. Whether you’re looking to forge new connections, share best practices, or simply enjoy an evening with peers, this mixer will bring the community together for meaningful conversations and professional networking. 📅 Date: Thursday, March 5 🕕 Time: 6:00–9:00 PM ET 📍 Location: New York City (Venue TBD) Space is limited, so be sure to RSVP early and secure your spot. Don’t miss this opportunity to connect with some of the best in the presales community! A special thank you to our partner, Saleo, for making this event possible. Want to know more about PSC's City Takeovers? Click here to find out what they're all about!

Join us for an exclusive evening of leadership connection, candid conversation, and peer insights. Our Presales Leader Dinners bring together a curated group of presales leaders for meaningful, off-the-record discussions about the realities of leadership today. Unlike typical industry events, these private evenings are designed to foster real conversations — not just surface-level networking. What to Expect • Genuine peer-to-peer discussions with fellow presales leaders • Off-the-record conversations about scaling teams, proving value, and navigating change • Practical strategies and leadership insights you can bring back to your organization • A private, exceptional dining experience in a relaxed setting 🍽️ Event Details 📅 Date: Mar 4 🕕 Time: 6:00 PM ET 📍 Location: Delmonico's 👔 Dress Code: Business Casual Space is limited to maintain an intimate, high-quality experience. RSVP early to secure your seat at the table. Questions? Contact Courtney at courtney.flickwir@presalescollective.com. Proudly supported by our partners at Saleo.

PSC Deep Dive Workshop: Operational Excellence (For Presales Teams & Leaders) This hands-on Deep Dive Workshop is designed for presales leaders and team members who want to build stronger, more effective teams through better measurement, coaching, and performance management. In this interactive session, we’ll move beyond theory and into real-world application. You’ll work through practical exercises focused on connecting your work to business metrics, coaching for growth, and navigating performance challenges with confidence. Expect a highly participatory format with individual reflection, small-group activities, and peer discussion throughout. What You’ll Work Through Understanding the business metrics that matter and how your role connects to them Building a practical metrics framework for yourself or your team Coaching for growth using proven models and real conversations Identifying skill gaps and creating meaningful development plans What You’ll Leave With A clear metrics framework you can apply immediately Tools to coach more effectively without slipping into micromanagement A structured approach to team upskilling and development A personalized 30–60–90 day action plan with built-in accountability ☕ Coffee and a continental breakfast will be provided. Registration Free for PSC Pro & Pro+ members $27 for non-members This workshop is ideal for presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth within their teams. This is a working session, not a presentation. Come ready to participate, reflect, and apply what you learn.

Community Social | March 4 at 11:00 AM 1000 Years of NYC History Walking Tour Trade your desk for the streets of Lower Manhattan. We're kicking off the NYC City Takeover with a private guided walking tour through 1,000 years of New York history, led by a professional guide who actually knows what they're talking about. Starting at Foley Square, we'll explore the layers of the city most people walk right past: colonial settlements, Revolutionary War sites, the birth of Wall Street, and the neighborhoods that shaped modern New York. Two hours of fresh air, real stories, and easy conversation with Presales peers while you stretch your legs. Meeting Point: Foley Square at the "Triumph of Human Spirit" fountain/sculpture Directions: J, Z to Chambers Street or 4, 5, 6 to Brooklyn Bridge What to bring: Comfortable shoes and an open mind Come solo or bring a colleague. Either way, you'll be glad you showed up. This community event is open to all and designed as a non-bar, come-as-you-are experience. A special thank you to our partner, Saleo, for making this event possible.

Join us for an exclusive evening of leadership connection, candid conversation, and peer insights. Our Presales Leader Dinners bring together a curated group of presales leaders for meaningful, off-the-record discussions about the realities of leadership today. Unlike typical industry events, these private evenings are designed to foster real conversations — not just surface-level networking. What to Expect: • Genuine peer-to-peer discussions with fellow presales leaders • Off-the-record conversations about scaling teams, proving value, and navigating change • Practical strategies and leadership insights you can bring back to your organization • A private, exceptional dining experience in a relaxed setting Event Details: 📅 Date: Dec 2 🕕 Time: 7:00 PM PT 📍 Location: Original Joe’s 👔 Dress Code: Business Casual Space is limited to maintain an intimate, high-quality experience. RSVP ASAP to secure your seat at the table. Questions? Contact Courtney at courtney.flickwir@presalescollective.com. Proudly supported by our partners at Saleo.

PSC Deep Dive Workshop: Operational Excellence (For Presales Teams & Leaders) This hands-on Deep Dive Workshop is designed for presales leaders and team members who want to build stronger, more effective teams through better measurement, coaching, and performance management. In this interactive session, we’ll move beyond theory and into real-world application. You’ll work through practical exercises focused on connecting your work to business metrics, coaching for growth, and navigating performance challenges with confidence. Expect a highly participatory format with individual reflection, small-group activities, and peer discussion throughout. What You’ll Work Through Understanding the business metrics that matter and how your role connects to them Building a practical metrics framework for yourself or your team Coaching for growth using proven models and real conversations Identifying skill gaps and creating meaningful development plans What You’ll Leave With A clear metrics framework you can apply immediately Tools to coach more effectively without slipping into micromanagement A structured approach to team upskilling and development A personalized 30–60–90 day action plan with built-in accountability ☕ Coffee and a continental breakfast will be provided. Registration Free for PSC Pro & Pro+ members $27 for non-members This workshop is ideal for presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth within their teams. This is a working session, not a presentation. Come ready to participate, reflect, and apply what you learn.

Start your late morning with play, conversation, and community. As part of the PSC Atlanta City Takeover, we’re bringing the community together for a relaxed, social mini-golf experience at Puttshack Dunwoody. This is a fun, low-pressure way to connect with fellow presales professionals, enjoy some friendly competition, and spend time together outside of the usual conference or bar setting. This isn’t a formal networking event or a skills session. It’s about showing up, having fun, and getting to know one another in an easy, welcoming environment. Lunch, snacks and non-alcoholic beverages will be provided. Come solo or bring a friend. Play a round. Join the conversation. Details 📅 Wednesday, February 18 🕦 11:30 AM – 1:30 PM 📍 Puttshack Dunwoody This community event is open to all and designed as a non-bar, come-as-you-are experience. A special thank you to our partner, Saleo, for making this event possible.

Sol/Con 2026 is a multi-day, multi-track presales conference bringing together practitioners, leaders, and innovators from across the global presales community. Taking place in Chicago August 2026, Sol/Con focuses on how presales is evolving beyond demos into a more strategic, cross-functional role and how individuals at every level can help drive that change inside their organizations. Through hands-on workshops, candid conversations, and community-driven sessions, Sol/Con delivers practical ideas you can apply immediately and connections that last well beyond the event. Member Pricing PSC members receive exclusive ticket discounts: Pro members: 10% off with your member code Pro+ members: 15% off with your member code Enter your code at checkout to apply your discount. Don't have a code? Email us: info@presalescollective.com What Your Ticket Includes Access to all Sol/Con 2026 sessions across two days and three tracks: Leadership, AI, and Collaboration & Influence Hands-on workshops and interactive discussions Networking with presales professionals across roles and industries Entry to all conference days and experiences Who Should Attend Sol/Con 2026 is designed for presales professionals at every stage, from individual contributors to team leads and senior leaders. If your role touches technical sales, customer value, or cross-functional influence, this event is for you. SUPER EARLY BIRD PRICING IS AVAILABLE NOW THROUGH 2/7/26 OR THE FIRST 30 TICKETS SOLD. Special thanks to our Sol/Con premier partner Saleo, our supporting partners Navattic, Reprise, and Opine, and our partners Elvance, Homerun Presales, Iris, and SiftHub for helping to bring Sol/Con 2026 to life!

This episode of Pre-Sales Unscripted featured Daylon Shaw discussing the concept of 'Influence at Speed' within the context of pre-sales and solutions engineering. Daylon emphasized the importance of making impactful changes quickly within the first 30 days of taking a new position or role. He shared how he implemented Salesforce automations to streamline processes at Rippling, which led to greater influence and growth opportunities. The discussion also focused on the balance between speed and quality, with the emphasis on shipping version one quickly rather than waiting for perfection. Daylon highlighted Rippling’s culture of empowerment and rapid decision-making, which supports high autonomy and leadership at all levels.

In this engaging episode of 'The Pre-Sales Unscripted', hosted by Allison Macalik, Aayushi Bhardwaj shares her transformative journey from being a developer to becoming a solutions engineer. Aayushi provides insights into the challenges and rewards of transitioning from a tech-heavy role to one focused on customer engagement and communication. She discusses how her technical background offers advantages in understanding and explaining complex solutions to clients, alongside the challenge of sometimes having to temper customer expectations due to technological constraints. By leveraging her expertise and curiosity, along with mentoring from industry experts, Aayushi has grown into a successful solutions engineer, able to bridge the gap between technical possibilities and customer needs.

In this episode of PreSales Unscripted, Matthew James interviews Utkarsh Banwar, a pre-sales manager at Netscribes, about his experience in managing a pre-sales team during a corporate merger. The discussion revolves around the challenges Utkarsh faced while reconstructing the pre-sales department from the ground up post-merger. Utkarsh details his approach to identifying gaps, hiring and training a new team, gaining leadership's trust, and setting boundaries for the pre-sales function. His strategic planning and execution helped transform chaos into clarity within the organization, paving the way for a more structured future.

Join us for an exclusive evening of leadership connection, candid conversation, and peer insights. Our Presales Leader Dinners bring together a curated group of presales leaders for meaningful, off-the-record discussions about the realities of leadership today. Unlike typical industry events, these private evenings are designed to foster real conversations — not just surface-level networking. What to Expect • Genuine peer-to-peer discussions with fellow presales leaders • Off-the-record conversations about scaling teams, proving value, and navigating change • Practical strategies and leadership insights you can bring back to your organization • A private, exceptional dining experience in a relaxed setting 🍽️ Event Details 📅 Date: Feb 18 🕕 Time: 6:00 PM ET 📍 Location: Gypsy Kitchen 👔 Dress Code: Business Casual Space is limited to maintain an intimate, high-quality experience. RSVP early to secure your seat at the table. Questions? Contact Courtney at courtney.flickwir@presalescollective.com. Proudly supported by our partners at Saleo.

Most presales teams aren’t struggling with access to AI tools — they’re struggling with adoption. Inconsistent usage, uneven confidence, unclear guardrails, and resistance to change are far more common challenges than picking the “right” technology. This session focuses on the human and organizational side of AI change in presales. We’ll explore how leaders and senior ICs are guiding teams through behavior change, setting expectations, creating trust, and aligning AI use with how presales actually works. This is not a tools session. It’s a conversation about leadership, systems, and what it takes to make new ways of working stick.

Demo prep is one of the most time-consuming parts of presales, and one of the easiest to enhance with AI. With the right guardrails, AI can help draft storylines, build flow variations, speed up personalization, and improve consistency across your team. This session explores how AI is reshaping modern demo preparation. You’ll see practical examples of using AI to translate discovery notes into narratives, surface relevant features, develop persona-based angles, and increase consistency across demo libraries without sacrificing accuracy or the human touch. Perfect for: SEs, SCs, demo-focused practitioners, and leaders looking to modernize technical storytelling. Thank you to our partner, SiftHub, for making this event possible.

The webinar titled 'Preparing Smarter: How SEs Use AI for Research, Discovery, and Deal Strategy' marked the first event of 2026, emphasizing the role of AI in enhancing the efficiency of sales engineering processes. Hosted by Allison Makolik and featuring panelists Natalie Polston, Eli Arkush, and Laura Scully, the session explored the adoption and integration of AI tools such as ChatGPT, Gemini, and Gong in SE workflows. The participants shared insights on leveraging AI for tasks like demo prep, RFP responses, customer research, and improving discovery meetings. Emphasis was placed on AI's role in reducing repetitive tasks, enhancing efficiency, and improving customer engagement, while acknowledging the importance of human judgment and interaction in building trust and understanding client needs.

This Week's Guest: Adam DiTomasso, Sr. Customer Experience Architect at Adobe. In this episode, Adam will share a memorable presales moment when a CEO told a CTO to stop talking and let the demo speak for itself. He’ll dive into the lessons learned from high-pressure situations, wild demo experiences, and the importance of knowing when and how to ask for help. PSC Unscripted is our community web show featuring candid, one-on-one conversations with presales professionals. Each episode creates space to talk about the realities of presales and inspire the community. 🎙 Style: Authentic, unscripted, story-driven conversation 🌍 Who It’s For: Presales professionals across all levels, around the world

The Pre-Sales Collective's event 'Unscripted' centered around when sales and pre-sales teams work effectively together to create seamless customer journeys. Host Tom Josephson and guest speaker Art Fromm discussed the importance of aligning sales and pre-sales strategies through open communication and discovery. Art shared insights from his vast career experiences, emphasizing a collaborative engagement approach between sales representatives and pre-sales teams. An integral part of the discussion was a real-life success story involving a large enterprise deal that was won through effective discovery and collaboration. Art advocated for breaking down silos between sales and pre-sales teams to enhance client satisfaction and drive better business outcomes.

The final Women in Solutions Excellence (WISE) event of 2025 featured speakers Chloe Troy and Patty Hager from Salesforce. They presented on leveraging AI in pre-sales roles using Salesforce and Slack. The session highlighted tools such as SlackBot, Gemini, and the Agent Force platform, demonstrating how AI can enhance productivity, sales demos, and internal processes. The speakers emphasized integrating AI tools seamlessly into daily workflows and the potential of using AI for competitive research, RFP responses, and sales coaching. Audience questions covered SlackBot use, AI integrations, and training recommendations.

The event focused on discussions pertinent to a particular agreement or contract. It seems Ruchika, as the PSC SG Lead, opened the meeting, likely to guide discussions and clarify contract specifics.

The 4th Annual Leadership Next Summit hosted by PreSales Collective focused on evolving leadership strategies in pre-sales. With a diverse lineup of panels, the summit addressed topics such as transitioning from reactive to strategic roles, maximizing team output with limited resources, and enhancing influence without authority. Tools like AI were emphasized for increasing efficiency, while maintaining quality and consistency in the face of leaner operations was a key challenge discussed. Panels included insights on creating impactful processes, better collaboration between various roles in sales, and fostering courageous leadership.

Enablement is everywhere... but is it working? PSC’s State of Enablement 2025 uncovers the real story behind onboarding, ongoing development, SKOs, content, and metrics. The findings show structured programs are in place, but managers are carrying the load, and many efforts lack reinforcement and measurable ROI. Join us as we unpack the data with industry leaders and discuss what it means for the future of presales enablement. You’ll walk away with clarity on where teams are struggling, what’s working, and how to evolve from fragmented, tactical enablement to strategic systems that drive business outcomes. 🎙 Host: Jack Cochran 👥 Panelists: Chris Trapani, Liz Anderson, Anna Vayernis Reserve your spot and join the conversation.

The session focused on career paths within the field of pre-sales, highlighting how professionals can transition into and utilize the SE (Solutions Engineering) role as a springboard for broader career advances. Wendy McHenry facilitated a rich discussion with Diana Cappello and Penelope Thompson, who shared their non-traditional paths into pre-sales and the diverse opportunities it offers. They detailed strategies for career planning, the differences between career paths and plans, and how to identify and work towards personal and professional goals. The conversation also delved into the importance of mentorship, continuous learning, and aligning personal aspirations with business needs to fast-track career advancements.

The webinar, led by Julia Lustig and moderated by the PreSales Collective Enablement team, focused on the integration of human skills and AI in redefining pre-sales enablement for the coming decade. The session explored how AI is transforming the role of sales engineers from a traditional focus on product demos to becoming strategic advisors. Julia emphasized a bottom-up revolution where employees are adopting AI tools like ChatGPT independently to enhance productivity, despite companies' official adoption lagging behind. The session included interactive elements such as Kahoot polls to engage participants, and touched on the challenges enterprises face with AI due to factors like security concerns and lack of training. The importance of storytelling, adaptability, and strategic thinking in leveraging AI for pre-sales success was also discussed. Additionally, Naksha shared insights on using AI to enhance productivity and strategic enablement.

Navigate Your Next Career Move in Presales & Technical Sales Join fellow professionals for an evening where career growth meets community. Our panel of industry leaders will share practical frameworks for navigating career transitions, breaking into leadership roles, and building skills that matter across technical sales, individual contributor roles, and people management. Whether you're an IC looking to expand your impact, exploring presales as your next move, or move into people management, walk away with actionable frameworks, insider insights on emerging career paths, and a network of professionals who've been where you want to go. 📅 Date: Saturday, September 20 🕞 Time: 3:30 PM IST 📍 Location: TBD 👤 Host: Karthik Krishna S You’ll walk away with: ✨ Actionable strategies to guide your career decisions ✨ Insider insights on emerging career paths in presales and technical sales ✨ A stronger network of peers and mentors who’ve been where you want to go

Calling All Presales Professionals in San Francisco! Are you a presales professional looking to expand your network, exchange ideas, and connect with peers in the Bay Area? Join us for an exclusive networking mixer in San Francisco on September 25 from 6:00–9:00 PM PT! This is your chance to meet fellow presales professionals in a relaxed and welcoming setting. Whether you’re looking to forge new connections, share best practices, or simply enjoy an evening with peers, this mixer will bring the community together for meaningful conversations and professional networking. 📅 Date: Thursday, September 25 🕕 Time: 6:00–9:00 PM PT 📍 Location: TBD (details coming soon!) Space is limited, so be sure to RSVP and secure your spot. Don’t miss this opportunity to connect with some of the best in the presales community! A special thank you to our partner, Storylane, for making this event possible.

Presales teams are under a lot of pressure to perform, engage with customers, run demonstrations, provide technical proof, and be the sales teams’ rockstars, all at the same time. Often the pressure can be overwhelming and many presales professionals are facing stress and burnout a higher and higher rates. In this episode of the Presales Podcast we welcome Ben Hills, founder and CEO of Iris to discuss how as leaders to scale your presales teams without burning them out in the process.

The first PreSales Collective Community Roundtable focused on transitioning from individual contributor (IC) roles to leadership within pre-sales. Jack Cochran facilitated discussions on leadership dynamics, challenges transitioning to leadership roles, and skills necessary for effective management. Key conversations highlighted the importance of relationship-building, communication, promoting team success, and cultivating a supportive team culture. Experienced leaders shared insights on managing responsibilities, emphasizing the role of soft skills, strategic thinking, and the ability to inspire and support a team.

The call hosted by Jack Cochran focused on significant updates and changes to the PreSales Collective, a community designed for those in pre-sales roles to improve their skills, find resources, participate in courses, and leverage networking opportunities. The major announcement was the rollout of new membership tiers — Free, Pro, and Pro Plus. The Free Membership remains unchanged, while the Pro and Pro Plus tiers offer additional benefits such as access to an on-demand course library, networking opportunities, and entry to exclusive events. The Pro Plus tier, in particular, offers an 'all-you-can-eat' model where members can take unlimited courses, both on-demand and instructor-led, and participate in roundtable sessions for $600/year. There was also a preview of upcoming expansions including a revamped SolCon event structure and a new live web show called PreSales Live that aims to merge webinars and podcasts.

The webinar focused on optimizing LinkedIn profiles and social selling strategies, led by Megan Hurley, an experienced SDR Director. Megan shared insights on how to enhance LinkedIn profiles by optimizing search engine visibility, creating impressive profiles, and using personalized features. She emphasized social selling techniques and maintaining a strong personal brand. Tips included utilizing features like custom buttons, focusing on skills and recommendations, strategic connections, and leveraging tools like AI for content creation. The session underlined the importance of consistency, authenticity, and community engagement on LinkedIn.

The roundtable discussion, led by Jack Cochran, General Manager at PreSales Collective, focused on strategies for setting up effective measures of quality, coaching, and feedback systems within pre-sales teams that can scale as organizations grow. The conversation highlighted the importance of defining quality standards, fostering collaboration, and implementing various review processes such as peer and demo reviews. Key speakers including Raj Pudugramam, Amin.Ibrahim, and Mike Sanders shared their experiences and methods, emphasizing the need for balancing different approaches and adapting to cultural contexts. Nicole Jackson added insights on career frameworks and promoting a culture of knowledge sharing within teams.

In the meeting, Jack Cochran and Joe Senior discuss personal experiences with migraines and their possible causes, such as ring lights used during Zoom calls. Jack shares his experience traveling to San Francisco for a business trip with multiple events. Both participants humorously reflect on their workloads while navigating their respective commitments. The meeting recording was discussed but will begin formally at a later point.

Elevate Your Customer Engagement Skills Through Hands-On Practice Join us for an interactive training experience designed to sharpen your presales techniques and build confidence in customer-facing situations. Our Monthly Roleplay Sessions provide a safe, supportive environment to practice real-world scenarios with stakeholders. What You'll Experience 🎯 Skills-Focused Learning Master the art of initial customer discovery through realistic scenarios featuring clinical operations leaders, healthcare executives, and other key decision-makers. 👥 Interactive Breakout Sessions Practice in small groups with carefully crafted scenarios that mirror actual customer interactions, complete with detailed stakeholder profiles and business contexts. 🎭 Realistic Roleplay Scenarios Engage with prospects exploring their clinical workflow challenges and digital transformation initiatives. 📈 Progressive Development Build foundational skills that will advance with each month focusing on different aspects of the presales process. Session Structure (75 minutes) Welcome & Theme Introduction (5 minutes) Scenario Recap + Skill Review (7 minutes) Roleplay Practice (45 minutes) Group Debrief & Insights (8 minutes) Wrap-Up (5 minutes) What You'll Take Away ✅ Enhanced confidence in customer-facing situations ✅ Improved stakeholder engagement strategies ✅ Peer feedback and collaborative learning insights Questions? Ready to elevate your presales skills? Register now and join us for this hands-on learning experience. This session is part of our ongoing PSC Enablement initiative designed to support skill refinement across our membership.

Elevate Your Customer Engagement Skills Through Hands-On Practice Join us for an interactive training experience designed to sharpen your presales techniques and build confidence in customer-facing situations. Our Monthly Roleplay Sessions provide a safe, supportive environment to practice real-world scenarios with stakeholders. What You'll Experience 🎯 Skills-Focused Learning Master the art of initial customer discovery through realistic scenarios featuring clinical operations leaders, healthcare executives, and other key decision-makers. 👥 Interactive Breakout Sessions Practice in small groups with carefully crafted scenarios that mirror actual customer interactions, complete with detailed stakeholder profiles and business contexts. 🎭 Realistic Roleplay Scenarios Engage with prospects exploring their clinical workflow challenges and digital transformation initiatives. 📈 Progressive Development Build foundational skills that will advance with each month focusing on different aspects of the presales process. Session Structure (75 minutes) Welcome & Theme Introduction (5 minutes) Scenario Recap + Skill Review (7 minutes) Roleplay Practice (45 minutes) Group Debrief & Insights (8 minutes) Wrap-Up (5 minutes) What You'll Take Away ✅ Enhanced confidence in customer-facing situations ✅ Improved stakeholder engagement strategies ✅ Peer feedback and collaborative learning insights Questions? Ready to elevate your presales skills? Register now and join us for this hands-on learning experience. This session is part of our ongoing PSC Enablement initiative designed to support skill refinement across our membership.

AI is transforming presales but not every team should follow the same playbook. In this episode, Akash Ganapathi, CEO at Opine, joins us to explore how company stage dramatically shapes your AI strategy. Whether you're moving fast with a lean startup team or navigating complex systems at an enterprise level, your approach to tools, timelines, and success metrics should look very different. We’ll break down the core differences between startup and enterprise AI adoption, discuss real-world examples of what works (and what backfires), and share tactical advice for leaders trying to scale smarter. You’ll walk away with a clearer framework for choosing the right AI strategy based on where your company is now, not where others are headed.

The webinar focused on discussing the integration of AI with human expertise in pre-sales and decision-making processes. The conversation highlighted the balance between relying on AI tools for efficiency and maintaining human oversight for complex decision-making and trust-building. Panelists shared insights on utilizing AI for tasks such as generating synthetic data, creating prototypes, and up-leveling demo skills. They emphasized the importance of AI as a co-pilot to enhance, not replace, human capabilities, especially in building trust and relationships with clients.

The final Leader Forum of the first half of the year, hosted by Jack Cochran, focused on examining alternatives to traditional proofs of concept (POCs) in evaluating technical sales strategies. Speakers explored how to disrupt standard technical evaluations through innovative means, moving beyond POCs to demonstrate value during sales processes. The event featured insights from Ajay Jay of Story Lane, Akash Ganapathi of Opine, and Dan Katz from Demostack, who discussed reframing customer expectations, creating trust in sales interactions, and the emergence of AI technologies in the sales ecosystem.