Webinar Archive

Sol/Con on Tour with Navattic An intimate, single-day mini conference modeled after our two-day Sol/Con conference. Built for solutions leaders and ICs, Sol/Con on Tour delivers a focused half-day of programming across AI, Leadership, and GTM. We'll kick things off with keynote presentation followed by a hands-on workshop with 2Win!, and we'll close out the day with a fireside chat.

Every presales leader eventually hits this question: how much of the post-sale motion should your team own, and when does that work start costing you deals? This roundtable is for leaders navigating the boundary between pre- and post-sales — whether you're trying to pull your team back toward revenue generation, figuring out how to hand off work to a growing services function, or just trying to draw cleaner lines around what presales is actually responsible for. No right answer, just peers working through the same decisions in real time. We'll discuss: When post-sales work helps presales (and when it quietly holds the team back) How to make the case internally for narrowing scope without losing influence How to divide the work when a PS or services hire comes on board What "just focusing on revenue generation" actually looks like in practice

In the PreSales Collective Unscripted session, Tom Josephson and Stashka Lepera discuss the topic 'Stop Answering Questions Nobody Asked.' Stashka shares insights from her vast experience in PreSales on improving sales conversations by focusing on customer needs rather than pre-scripted demos. She emphasizes moving away from canned scripts to a more consultative approach that involves understanding and addressing the real issues of customers. The session highlights the importance of discovery in demos and using them as a tool for uncovering customer pain points. Stashka shares strategies for SEs to engage in meaningful dialogues with customers through open-ended questions, thereby enhancing the storytelling aspect of demos.

Jonas Lim, Ruchika Aggarwal, and I are excited to invite you to our next Presales Collective event in Singapore. Come join us as we hold a live old-school debate on the topic -- "Will AI Replace Us?"  This is your chance to join a vibrant community of PreSales professionals, share ideas, and help shape the future of our industry. What’s in store: • Connect & Collaborate: Mingle with fellow PreSales professionals across industries. Exchange insights, spark new ideas, and grow your network. • Live Debate: Participate in the dynamic discussions on today’s toughest PreSales challenge: Will AI Replace Us? • Shaping the Next Wave: Explore how we can mentor and be mentored by each other; shaping our PreSales talent, equipping each other with the skills to succeed. • Evening Social (Self-funded): Wrap up the day with a relaxed drinks reception—perfect for casual networking and new friendships. Event Details: • Date: 10 September 2026 (Thursday) • Time: 5-7pm • Venue: ServiceNow Office @ 6 Temasek Boulevard, Suite 40-01 Suntec Tower 4, Singapore 038986

Presales Collective India (PSC India) is hosting an invite-only Presales Leaders Dinner in Bengaluru. Join fellow presales leaders for an evening of meaningful conversation, shared experiences, and relationship building with peers from across the industry. This intimate dinner is designed to create space for open discussions around leadership, emerging trends, and the opportunities and challenges shaping the future of presales. Whether you're looking to exchange ideas, expand your network, or simply connect with other leaders in the community, we look forward to welcoming you for a great evening over dinner.

This is the second session in our AI workshop series, continuing the conversation on how Sales Engineers can leverage AI to work smarter and create more impact. Building on the foundations from our first meetup, this hands-on session will explore additional ways AI can be integrated into everyday presales workflows. Together, we'll tackle real-world use cases, experiment with practical techniques, and share what's working (and what isn't) as AI becomes a bigger part of the SE toolkit. As always, this is a working session, not a presentation. Expect interactive discussions, practical exercises, and plenty of opportunities to learn from fellow presales professionals. Come ready to collaborate, experiment, and leave with ideas you can immediately apply in your day-to-day work.

When Day 1 of Sol/Con wraps, the conversations don't. Join us at The Bassment for The After Sessions, where the full Sol/Con crowd moves off the conference floor and into one of the coolest rooms in Chicago. Open bar, great food, and the same people you spent all day learning alongside, just with a little more room to breathe. This is where the hallway conversations get finished, the new connections get solidified, and the best ideas from the day actually land somewhere. What to expect: Open bar and food in the coolest room in the city The entire Sol/Con community under one roof A night to keep the connection going Huge thank you to Saleo for being our premiere Sol/Con sponsor and bringing this event to the community!

Before a full day of learning, networking, and inspiration at Sol/Con, join us for a relaxed evening with the presales community. Whether you're arriving in Chicago for the conference or you're local to the area, this is the perfect opportunity to meet fellow attendees, reconnect with friends, and make new connections before Sol/Con officially begins the next morning. Expect: 🍹 Great food and drinks 🤝 Conversations with fellow presales professionals 🎉 A relaxed atmosphere to unwind and connect ✨ An early chance to build relationships before the conference begins Date: Tuesday, August 25 Time: 6:00 PM – 9:00 PM CT Location: Ghost Donkey, Chicago Join us for an evening with the community before two incredible days of Sol/Con. RSVP to save your spot. A special thank you to our sponsors, Opine and Reprise, for making this evening possible.

We’re excited to invite you to the next PSC Melbourne Chapter Face-to-Face Meetup, hosted by Yolanda van den Berg and Nik Jain. Date: Tuesday, 21 July 2026 Time: 4:00pm AEDT Venue: FEM Club Lounge 5, Melbourne Olderfleet Workclub  477 Collins Street (Basement, near the bar) This is a casual, community-driven session where we: · Share and discuss ideas relevant to presales. · Hear from peers (sometimes short presentations, sometimes open conversations). · Build connections and strengthen our Melbourne presales community. Whether you’re new to presales or a seasoned pro, this is a great chance to network, learn, and be part of a supportive group of peers. RSVP today to secure your spot! We look forward to seeing you there.

The community roundtable, moderated by Darlene Volas, revolved around AI sales readiness and enablement. Participants, including Dave, Kevin Weise, Tom Elliott, Jorge Montiel, Brianna, and Art Fromm, discussed their roles and shared insights into how AI is being integrated into sales enablement processes. Topics included the personalization of enablement content using AI tools like Google Suite's Gemini, GEMS, and Claude, and challenges in balancing technical and value-based sales training. The discussion underscored the importance of maintaining foundational sales techniques such as discovery and value proposition despite the rapid advancements in AI.

The demo went great. The technical evaluation was a clean win. The deal still died. This panel digs into why technically excellent presales work still fails to close, and what separates the SEs who consistently connect technical proof to business outcomes from the ones who don't. Expect both diagnosis (where the gap actually happens) and fix (what to do differently), with real before-and-after language members can bring into their own deals. Key takeaways Where the gap between technical proof and business case actually opens up in a deal Real examples of reframing technical wins into business outcomes economic buyers act on A gut check for spotting this gap in your own deals before they stall Thank you to our partner at Saleo for helping make this event possible.

The session, led by Rachel Tilghman, focused on the evolving role of AI in budget allocations, particularly within PreSales environments. The discussion centered around how AI spending is reshaping traditional tooling budgets, influencing buying committees to reconsider allocations. Panelists, including Rishi Kapoor, Chris Clark, and Reed Gilbert, shared insights on how organizations are balancing AI and existing tools, emphasizing the importance of proving value and outcomes to justify expenditures. They shared strategies for identifying key stakeholders, managing budget constraints, and preparing for changes in AI spending structures.

The meeting focused on pre-sales roles in pipeline management and the unique challenges different companies face in this space. The discussion highlighted the evolving roles of solution consultants in engaging with potential clients at various stages of the pipeline, particularly concerning mid and top-of-the-funnel activities. Attendees shared insights into leveraging solution consulting roles for thought leadership, designing autonomous agents for better engagement, and utilizing technology such as AI and Gong transcripts for more effective pipeline management. Key challenges include sales teams' comfort with certain products over others and the need for ongoing enablement and accountability.

The 'Selling in the SaaSpocalypse' webinar, hosted by Jack Cochran, gathered industry experts Amin Ibrahim, Vara Prasad, and Sumit Sharma to discuss the current challenges and strategies in the SaaS market, particularly focusing on sales in a rapidly evolving tech landscape. The event highlighted the importance of quality over quantity in sales pipelines, adapting to knowledgeable buyers, and integrating AI thoughtfully into solutions and strategies. Emphasis was placed on value selling, differentiation, and addressing the shifts in buyer behavior prompted by emerging technologies like AI. The conversation also touched on how PreSales teams can adapt to remain relevant and effective in a competitive market.

The Partner Forum Fireside Chat featured Jack Cochran and Justin McDonald discussing pre-sales, especially after the Saleo and Consensus merger. Justin, former CEO of Saleo and current president of the live division at Consensus, emphasized the growing importance of sales engineers in executive meetings and their role as trusted advisors in a rapidly evolving market. The dialogue highlighted the need for demo tools tailored for SEs that save time and improve efficiency. Saleo’s data injection technology and AI Demo Agent are designed to address these changes, allowing SEs to focus on high-impact relational work rather than repetitive tasks. The conversation also delved into the importance of the PreSales Collective community, the evolution of sales engineering roles, and reassurance that AI is a multiplier, not a replacement, for SE jobs.

Every presales team wants to win bigger deals. The challenge is doing it without making promises that create problems later. In this episode of PSC Unscripted, Steve Evans joins us to explore what high-performing sales and presales teams do differently to build trust, set the right expectations, and win complex opportunities the right way. Join us to explore how sales and presales teams can win better deals without overpromising. About PSC Unscripted PSC Unscripted is a 20-minute live show where one presales professional sits down for a real conversation - no slides, no script. Just career stories, hard lessons, and honest perspective on the work.

The conversation between Allison Macalik and Rich Poulton centered around the unpredictable yet exciting career path of a Solutions Engineer (SE). Rich shared his journey from a tech background in London to being a key member at Landsweeper in Austin, offering insights into the significant shift from IT management to SE roles. The discussion touched on the evolution of the SE community, with increased resources and community support today. Rich emphasized the importance of relationships in sales, continuous learning, and the striking balance in work-life satisfaction that SE roles offer compared to previous tech jobs. The session was sponsored by Baton AI, highlighting their role in automating processes for sales teams.

The event focused on strategies for effectively selling to the technical C-suite, such as CTO, CISO, and other high-ranking technical officers, emphasizing the need to approach these conversations differently from standard ones. The discussion highlighted the importance of research, understanding the technical executives’ viewpoints, and avoiding beginner’s mistakes such as using a discovery-oriented approach. Ian Witthoeft, a key speaker, shared insights on preparing for these conversations, leveraging internal company resources, and incorporating AI tools for preparation. The event underscored the shift in the decision-making process towards more involvement from technical leaders, especially in digital transformation projects.

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: Thurs, July 16 🕠 Time: 5:30 PM PT 📍 Location: Paddy Coynes Irish Pub 🎤 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! 🎉

Exclusive to PSC Pro and Pro+ members. The SE role keeps expanding. More GTM responsibility, earlier involvement, longer cycles, blurrier handoffs. And somewhere in the middle of all of that, the question of who actually owns what has gotten genuinely hard to answer. When a deal goes wrong, who takes responsibility? When it goes right, who gets credit? And what happens to all the things that fall through the cracks because nobody's quite sure whose job they are? This is an open community conversation about accountability in presales. Not the official answer, but the real one. What it looks like in your org, where it breaks down, and what good actually looks like when the role boundaries keep shifting. Come ready to share what you're actually experiencing.

Wrap up your day with conversation, connection, and community. Join us for a PSC Community Meetup in Atlanta - a relaxed evening of networking and conversation with fellow presales professionals. Whether you're looking to expand your network, exchange ideas, discuss current challenges, or simply connect with others who understand the craft, this meetup is designed to bring the local presales community together. This isn't a formal presentation or panel discussion. It's an opportunity to build relationships, share experiences, and spend time with peers in a welcoming, low-pressure environment. Come solo or bring a colleague. Grab a drink. Join the conversation. Details 📅 Tuesday, June 30 🕕 6:00 PM – 8:00 PM ET 📍 Taste Wine Bar @ The Works 👥 Hosted by: Yasmeen Hyder Open to presales professionals across Atlanta and the surrounding area. We look forward to seeing you there.

During a PSC Unscripted event, Allison Macalik and Bob Palacios discussed the role of neurodivergence, particularly ADHD, in pre-sales careers. Bob, an executive and ADHD coach, shared his personal journey of discovering his ADHD as an adult in his pre-sales career. They explored how neurodivergent traits, such as high emotional intelligence and the ability to hyperfocus, can be advantages in pre-sales roles. Bob emphasized the importance of self-awareness and understanding one's unique strengths. He highlighted how realizing and leveraging one's strengths can lead to professional fulfillment and success. The talk underscored the growing acceptance and discussion of neurodivergence within professional settings.

Autonomous demo agents aren't a future problem anymore. They're showing up in vendor pitches, pilot programs, and production environments right now, and SE leaders are being asked to make real decisions about them without a playbook. What does it mean for how you staff and develop your team when an agent can run a discovery-qualified demo at 2am without a human in the loop? How do you evaluate the output? And what do you tell your team when they ask what this means for their jobs? This is a closed-door conversation for SE leaders who are actively navigating the agentic shift. Honest discussion about what you're seeing, what you're deciding, and what's keeping you up at night.

This event, hosted by Rachel Tilghman and featuring Tony Francetic, explored how Stoic philosophy can inform and improve the practices of pre-sales professionals. The conversation centered around four virtues of Stoicism: wisdom, courage, justice, and temperance, and their application in pre-sales. Tony shared personal experiences and insights on integrating lifelong learning, ethical decision-making, moderate presentation styles, and the courage to face challenges within the pre-sales field. The discussion illustrated how these ancient principles maintain relevance and can guide interactions with clients and peers in a sales environment.

Getting in front of a CTO or CISO is one thing. Actually earning their trust is another. Ian Witthoeft has spent his career navigating technical buyers at the executive level, and he's joining us to talk about what changes when the person across the table knows as much - or more - than you do. Credibility, preparation, and the moments where technical depth either opens doors or gets in the way.

The Zoom call was an insightful episode of the Pre-Sales Collective Unscripted series featuring Logan Bradford, a lead enterprise solutions consultant at Sprinklr. The discussion centered around the neuroscience behind delivering impactful demos and the cognitive processes involved in decision-making. Logan shared his passion for understanding cognitive science principles, such as Daniel Kahneman's 'Thinking Fast and Slow' theories on System 1 and System 2 thinking, and how these can be applied to pre-sales demos. His focus was on simplifying demos, emphasizing narrative consistency, and maintaining client engagement through emotional and rational pathways. Affective storytelling and maintaining a dopamine cycle throughout the demo were highlighted as practical ways to ensure successful and memorable presentations. Logan introduced his 'VALIDATE' demo methodology, a strategic approach centered on delivering value and engaging prospects meaningfully.

In this engaging session of 'Unscripted', Allison Macalik and Michael Niemann discuss strategies for effectively presenting complex technical content to non-technical audiences, highlighting communication methods that distill intricate concepts into accessible language. They explore how understanding the audience's needs—whether task-oriented or outcome-focused—is critical for impactful presentations and demos. Michael shares practical anecdotes, like helping people physically stuck to metaphorically highlight understanding and addressing audience pain points in sales engineering. They also touch on leveraging AI for preparing presentations more efficiently, emphasizing starting with the 'big reveal' to attract and maintain audience interest.

The Zoom session focused on building a Center of Excellence (COE) within a global pre-sales organization. Meaghan Danielson, VP of Global Pre-Sales at Bizarre Voice, discussed the benefits and challenges of establishing a COE, including how it supports solutions consultants in managing the complexity of their roles. The COE helps streamline processes like RFPs and security questionnaires, enabling pre-sales teams to focus on core client interactions while also centralizing innovation efforts. The discussion covered metrics for success, cultural shifts within the team, and strategies for effectively implementing and scaling the COE.

Something is shifting in presales, and most of us are feeling it before we can fully name it. Buyers are showing up more self-educated and less receptive to the traditional SE playbook. Products are releasing faster than teams can keep up with. The skills that got you into this career aren’t necessarily the ones that will take you further. And somewhere in the mix, a new kind of role called the Forward Deployed Engineer is showing up, and nobody can quite agree on what it is, where it lives, or what it means for the rest of us. The presales career is being rewritten in real time. Career Navigator is where we talk about it honestly. This year we’re going beyond the SE title, into the changing shape of solutions careers, what skills are actually compounding in value right now, what the rise of the FDE means for where this function is headed, and how you position yourself well when the path forward is anything but clear. One day. Four conversations. No generic career advice.

We’re hosting the Q2 PSC Malaysia Community Meetup on 23 Apr 2026. Following Presales Collective’s AI-Powered Presales Virtual Summit in March, this session will focus on what those insights mean for presales professionals in Malaysia. This is not a presentation. It’s a roundtable conversation where practitioners share perspectives, experiences, and practical approaches to navigating AI in presales. In this session, we will: 1️⃣ Reflect on key insights from the global summit and assess their relevance locally 2️⃣ Share real AI workflows being used in discovery, RFPs, demos, and deal strategy 3️⃣ Discuss how we stay credible, competitive, and effective in an AI-shaped sales environment 📅 23 Apr 2026 (Thursday) 🕒 7 – 8.30 pm 📍 WORQ KL Gateway, Kuala Lumpur (Meeting room fee to be shared among participants ~RM20 per person) Join us and be part of the growing presales community in Malaysia.

The event, hosted by Courtney Flickwir, featured an insightful panel discussion on the role of AI in the pre-sales environment, focusing on how AI technology serves as a tool for Sales Engineers (SEs) while emphasizing the irreplaceable human skills that technology cannot replicate. Panelists, Allison Matholic, Jason Pierce, Stephanie Dewhurst, and Steve Evans, discussed personal experiences with AI's integration into their workflows, the necessity of adaptability, and the continuous value of human interaction and soft skills in sales processes. Key points included the importance of maintaining human touch, active listening, storytelling, and objection handling in a world increasingly run by AI. The panelists shared their thoughts about the future of SE roles in the context of AI advancements and how individuals can thrive by balancing AI utility with intrinsic SE skills.

The webinar, hosted by the PreSales Collective, delved into the evolving role of PreSales professionals, particularly focusing on the intersection of PreSales roles with Forward-Deployed Engineers (FDEs), and the future of the go-to-market (GTM) team. Panelist Tom Josephson steered the conversation on how the roles in PreSales and technical sales are adapting to the modern demands of businesses. Key themes included the expanding responsibilities of PreSales, the blurring lines between PreSales, Post-Sales, and Product, and how the role of FDEs is emerging to address these complexities. The discussion underscored the need for SEs to maintain technical sharpness, adaptability, and strategic involvement across business operations. The panelists emphasized the importance of clarity in defining roles and responsibilities within this fluid landscape. They also discussed the dynamics of staying up-to-date with technology, leveraging cross-functional knowledge, and the role of learning and development in ensuring SEs can thrive amidst rapid technological advancements.

Real deals. Real feedback. One room. Presales Collective and 2Win! Global are hosting a live deal coaching session in Dallas. During the session, a 2Win! coach works directly with a select group of attendees on deals they're actively running. Strategy, demo execution, team dynamics, whatever the situation calls for. Throw your hat in the ring for live coaching on a deal you're working, or show up to watch, engage, and walk away with insights you can actually use. Either way, you won't want to miss this. Registration Free for PSC Pro & Pro+ members $49 for non-members Thank you to Saleo for bringing this event to our Community!

Most presales pros are working hard and measuring the wrong things. This half-day working session changes that. In one morning, you'll walk away with: A personal metrics framework that links your work directly to pipeline, win rate, and revenue — the stuff that protects your seat at the table A coaching system (managers) or skill development plan (ICs) you can implement the week you get back A 30/60/90 day action plan — not a template, an actual filled-out plan, built during the session Who it's for: Presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth. Format: This is a working session, not a presentation. Come ready to participate, reflect, and apply. Registration Free for PSC Pro & Pro+ members $49 for non-members

Real deals. Real feedback. One room. Presales Collective and 2Win! Global are hosting a live deal coaching session in Dallas. During the session, a 2Win! coach works directly with a select group of attendees on deals they're actively running. Strategy, demo execution, team dynamics, whatever the situation calls for. Throw your hat in the ring for live coaching on a deal you're working, or show up to watch, engage, and walk away with insights you can actually use. Either way, you won't want to miss this.

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: April 22 🕕 Time: 6:00 PM BT 📍 Location: Bocconcino Soho 👔 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.

Calling All Presales Professionals in Dallas! This isn't your typical networking event. Speak Easy kicks off with a 20-minute featured talk from a community member. Real perspective, no sponsor fluff, just someone with something worth saying. Then Q&A, then we take it to the floor with drinks and the kind of conversations you actually want to be having. Think you've got the take? Submit your topic for a chance to own the stage. We'll read every submission and choose the one we think will hit hardest with the room. 📅 Date: Thursday, May 7 🕕 Time: 6:00–9:00 PM CDT 📍 Location: 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.

Most presales pros are working hard and measuring the wrong things. This half-day working session changes that. In one morning, you'll walk away with: A personal metrics framework that links your work directly to pipeline, win rate, and revenue — the stuff that protects your seat at the table A coaching system (managers) or skill development plan (ICs) you can implement the week you get back A 30/60/90 day action plan — not a template, an actual filled-out plan, built during the session Who it's for: Presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth. Format: This is a working session, not a presentation. Come ready to participate, reflect, and apply. Registration Free for PSC Pro & Pro+ members $27 for non-members

Calling All Presales Professionals in Boston! This isn't your typical networking event. Speak Easy kicks off with a 20-minute featured talk from a community member. Real perspective, no sponsor fluff, just someone with something worth saying. Then Q&A, then we take it to the floor with drinks and the kind of conversations you actually want to be having. Think you've got the take? Submit your topic for a chance to own the stage. We'll read every submission and choose the one we think will hit hardest with the room. 📅 Date: Thursday, May 21 🕕 Time: 6:00–9:00 PM EDT 📍 Location: 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

Most presales pros are working hard and measuring the wrong things. This half-day working session changes that. In one morning, you'll walk away with: A personal metrics framework that links your work directly to pipeline, win rate, and revenue — the stuff that protects your seat at the table A coaching system (managers) or skill development plan (ICs) you can implement the week you get back A 30/60/90 day action plan — not a template, an actual filled-out plan, built during the session Who it's for: Presales leaders, managers, team leads, and senior ICs who are responsible for driving performance and growth. Format: This is a working session, not a presentation. Come ready to participate, reflect, and apply. Registration Free for PSC Pro & Pro+ members $27 for non-members

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: May 20 🕕 Time: 6:00 PM EDT 📍 Location: TBD 👔 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.

The webinar titled 'Demo Like You Mean It: Benchmarks and Best Practices for 2026' featured a panel of experts discussing the nuances and evolution of delivering effective product demos. Hosted by Matthew James, with contributions from panelists Dewey Schunk from Reprise, Jessica Ashwood from UKG, and Mickey Camarco from Capital One, the discussion emphasized the significance of storytelling, personalization, and the strategic use of AI in demos. The panelists highlighted that effective demos should prioritize soft skills, target specific pain points of the audience, and ensure that technical details complement the narrative rather than overshadow it. There's a consensus that personalization enhances win rates, but it should be balanced with efficient automation. AI's role in streamlining pre-demo research and customizing presentations was explored, alongside the necessary human touch to ensure authentic engagements.

🍀 Pre-Sales Irish Breakfast 🍀

International Women's Day is one of the most meaningful moments in our calendar to pause, celebrate, and invest in each other. This event is our opportunity to bring the WISE community together, not just to mark the occasion, but to give our members something genuinely useful: time to reflect on their wellbeing, tools to grow their visibility, and space to connect with peers who get it. In a community focused on excellence, it's easy to pour energy into the work and forget to invest in ourselves. This event flips that. Thank you to our partners at Baton for bringing this event to the community! Event Format The event runs 90 minutes and is split into two complementary halves: Workshop (60 min): Two focused 20-minute sessions led by volunteer speakers from within our community, bookended by a welcome moment and Q&A. Networking (30 min): Small breakout rooms with curated conversation prompts — designed so attendees leave with real connections, not just a chat transcript. Workshop Sessions Session 1 — Wellbeing & Resilience In high-performance roles, burnout is real and often invisible. This session opens an honest conversation about sustaining energy, setting boundaries, and building the kind of resilience that doesn't ask us to pretend everything's fine. Practical, personal, and led by one of our own. Session 2 — Personal Branding & Visibility Many exceptional women in our field are under-seen. This session focuses on how to articulate your value clearly, show up with confidence in rooms that matter, and take ownership of how you're known — without it feeling performative or exhausting.

Tuesday nights just got an upgrade. Join us for good people, good pizza, and great vibes at Monday Night Brewing – The Grove, because why wait until the weekend? Whether you're a longtime community member or just curious to see what we're about, this is your excuse to get out of the house (or office) on a Tuesday night. We'll have light bites on us - think apps and pizzas - so come hungry. Head to the bar and grab your drink of choice. They've got plenty of good ones. Expect real conversations and 100% good energy. Hosted by Yasmeen Hyder, this is a casual, come-as-you-are kind of night. 📅 Tuesday, March 24th @ 6pm 📍 Monday Night Brewing – The Grove, Atlanta 🍕 Light bites provided | 🍺 Drinks available at the bar RSVP so we know to save you a slice. See you there!

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.

In this virtual discussion, various professionals from the tech and AI industry gathered to share insights and experiences regarding the implementation and impact of AI in pre-sales and sales engineering roles. The key focus was on the evolving use of AI to automate technical tasks, enhance customer engagement, and the growing requirement for SEs to develop their soft skills and domain expertise to effectively communicate and build relationships with clients. Participants shared examples of how AI is being integrated into their workflows, such as using AI for call analysis, demo data generation, and information management. The conversation also touched upon the potential restructuring of teams and the changing skill sets required due to AI advancements.

Calling All Presales Professionals in London! ​​​​​Are you a presales professional looking to expand your network, exchange ideas, and connect with peers? Join us for an exclusive Presales Community Night in London! ​​​​​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, April 23 🕕 Time: 6:00–9:00 PM BT 📍 Location: 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!

PSC Deep Dive Workshop: 12 Bloomsbury Square (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 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: April 22 🕕 Time: 6:00 PM BT 📍 Location: Bocconcino Soho 👔 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.

Start your late morning with conversation, connection, and community. ​​​As part of the PSC London City Takeover, we’re bringing the community together for a relaxed, social daytime gathering. This is a low-pressure way to connect with fellow presales professionals, spend time together outside of the usual conference or bar setting, and simply enjoy being in community. ​​​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. ​​​Come solo or bring a friend. Join the conversation. ​​​📅 Wednesday, April 22 ​​​🕦 11:30 AM - 1:30 PM ​​​📍 London area (location TBD) ​​​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 evening of networking and connection with the Presales Collective community in Denver. This event brings together local presales professionals to exchange ideas, discuss best practices, and build meaningful relationships in a relaxed setting. 📅 Thursday, March 26 🕟 4:30 PM – 6:30 PM MDT 📍 RiNo Country Club 👥 Hosted by: Peter Doro & Andy Huynh Whether you’re looking to expand your network, share experiences, or simply connect with peers in the industry, this event is the perfect place to do it. We can’t wait to see you there! 🎉

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.

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.

The AI-Powered PreSales Summit showcased a range of detailed discussions and insights about the evolving role of AI in sales engineering. Key panels explored topics from the fundamental shift in skills demanded by the industry, such as empathy and judgment, to more technical capabilities like AI-driven demo automation and operational efficiency. Emphasis was placed on AI's ability to handle repetitive and clerical tasks, allowing solutions consultants to focus on strategy, customer engagement, and crafting narratives that resonate emotionally. Additionally, the event highlighted the importance of maintaining human elements like trust, warmth, and effective communication in a predominantly AI-driven 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!

The presales role is evolving fast. What started as demo support has grown into something far more strategic: owning the cross-departmental motion behind a complete go-to-market strategy. This isn't about optics. It's about taking your latest product releases and equipping your sales teams to showcase your solution in ways that actually resonate with customers. Join us for an off-the-record dinner conversation exploring the emerging discipline of Technical Win Engineering, what it means, why it matters, and what you should be doing about it now. 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 A focused peer discussion on Technical Win Engineering and building a strong technical GTM Candid, off-the-record conversations with fellow presales leaders Practical insights you can bring back to your organization A private, exceptional dining experience at one of New York's most iconic restaurants 🍽️ 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 the flagship presales conference from Presales Collective, two days, three tracks, and a room full of the people who actually get it. Taking place August 26-27 at Convene Willis Tower in Chicago, Sol/Con 2026 is open to every presales professional, from individual contributors to VPs. This year's program is built around the conversations presales actually needs to be having right now, on AI adoption, leadership under pressure, and the GTM realities that don't always make it into the highlight reel. Three Tracks AI — Not AI in theory. AI in practice. Cut through the noise and walk away with what actually moves the needle in your demos, your workflows, and your career. Leadership — For the presales leader who's building something, not just managing something. Standards, traps, hard conversations, and what it takes to grow. GTM — Where presales meets the deal. Why deals stall, how to influence resource allocation, and what real executive engagement looks like. What's Included Access to all 22 sessions across both days and all three tracks Hands-on workshops led by Community members and 2Win Panels and keynotes Networking with presales professionals across roles and industries Sol/Con Welcome Reception on August 25 at Ghost Donkey, sponsored by Opine & Reprise The After Sessions on August 26 at The Bassment, sponsored by Saleo View the full agenda → Pricing General admission: $999 Groups of 3+: $549/person Teams of 10+: $479/person with exclusive on-site perks Email us at info@presalescollective.com to set up group or team pricing. Refund & Transfer Policy All Sol/Con 2026 ticket sales are final. We do not offer refunds for any reason, including cancellations, scheduling conflicts, or changes in travel plans. However, tickets are fully transferable. If you are unable to attend, you may transfer your ticket to another person at no additional cost. To initiate a transfer, please email us at info@presalescollective.com with the name and email address of the person you'd like to transfer your ticket to and we'll take care of the rest. Special thanks to our Sol/Con premier partner Saleo, our supporting partners Navattic, Reprise, and Opine, and our partners Baton AI, Elvance, Homerun Presales, Iris, Mash, Olto, Provarity, SiftHub, and Storylane for helping us bring this to the profession. Refund & Transfer Policy All Sol/Con 2026 ticket sales are final. We do not offer refunds for any reason, including cancellations, scheduling conflicts, or changes in travel plans. However, tickets are fully transferable. If you are unable to attend, you may transfer your ticket to another person at no additional cost. To initiate a transfer, please email us at info@presalescollective.com with the name and email address of the person you'd like to transfer your ticket to, and we'll take care of the rest.

In this episode of PIC Unscripted, hosted by Allison Macalik, Mahathi Devulapalli from Salesforce shares her journey and strategies for building a visible and repeatable impact as a Sales Engineer (SE) in the tech industry. Mahathi emphasizes the importance of continuous learning, networking, and personal branding both within and outside of the organization. She describes how she intentionally sought out mentorship, embraced new technologies such as AI and ChatGPT, and developed her expertise to stand out and make a meaningful contribution, which eventually led to her promotion to Principal SE. The conversation highlights Mahathi's proactive approach to self-improvement and her desire to support and mentor others in the community. Attendees were encouraged to embrace discomfort, build their personal brands, and contribute to their professional communities.

The Presales Collective's 'Unscripted' podcast featured an insightful discussion on the theme of 'The Nonlinear Path: Creating the Career You Actually Want.' Hosted by Tom Josephson with guest speaker Tom Banton, the conversation delved into how careers can take unexpected and multidimensional paths. Tom Banton shared his journey from solutions consultant to leadership roles and his expansive career across companies like Oracle, Aptis, and Eightfold. He emphasized the importance of flexibility, networking, leveraging one's strengths, and sometimes taking a step back to pursue passion projects or unique opportunities. Banton's approach to career development highlights a blend of strategic risk-taking and a focus on continuous learning and relationship building.

The event, hosted by Rachel Tilghman, offered an insightful conversation with Marcus Sweeney, a pre-sales solutions architect at One Advance, about the importance of pre-sales in the sales process. Marcus shared his journey from technical support to pre-sales, emphasizing the idea of 'never saying no' during sales calls. He highlighted active listening, curiosity, and building cross-functional relationships as crucial to success in pre-sales. Marcus discussed the challenges in quantifying the value pre-sales professionals provide and the importance of aligning closely with sales, customer success, and implementation teams to ensure a seamless customer journey.

In this episode of PSC Unscripted, Jack Cochran hosts Micah Joel, a demo strategy expert and former head of demo strategy at Salesforce. The discussion revolves around efficiently scaling solution engineering teams, particularly focusing on the automation of demo environments. Micah shares his experience in managing over 6,000 SEs at Salesforce and talks about the importance of automating routine tasks to improve efficiency. Key areas of focus include reducing demo setup and reset times, customizing environments quickly, and managing tools developed in-house by SEs. The episode also touches on the role of AI in building light software solutions and the importance of centralizing resources for better accessibility and maintenance.

In this episode of the Pre-Sales Collective Unscripted, Allison Macalik interviews Eoin Kavanagh about his journey from marketing to becoming a senior solution consultant at Gong. Eoin shares his non-traditional career path, starting as a sales development representative (SDR) before transitioning to solution consulting. He emphasizes the importance of self-analysis to identify skill gaps, leveraging shadowing and networking to gain the necessary skills and credibility, and utilizing AI tools for preparation and efficiency. The conversation also touches on the challenges of adapting to new roles, such as imposter syndrome, and highlights strategies for managing time and integrating AI both internally and externally.

The session centered on the journey from practitioner roles to becoming a pre-sales consultant, with insights shared by Yaz Sadikovic, formerly of Home Depot and now with IBM. The discussion explored the necessary skills, challenges, and mindset shifts involved in transitioning to consulting roles, emphasizing the importance of being curious and networking. Yaz Sadikovic highlighted his personal trajectory from e-commerce and retail into consulting, undertaken with guidance from mentors and a strategic approach to learning and adaption. His experience underscores the significance of leveraging previous experiences, being open to new opportunities, and actively building professional relationships.

The Pre-Sales Collective Unscripted session, hosted by Rachel Tilghman and featuring guest speaker Katie Sedgwick, focused on the importance of sales acumen in pre-sales leadership. Katie, a seasoned solution consultant, emphasized the value of developing sales acumen to enhance collaboration with sales teams, improve deal outcomes, and strengthen leadership capabilities. She shared personal experiences and strategies to bridge the technical expertise of solutions engineers with the sales mindset needed to drive business success. Key strategies included building trust with sales teams, leveraging data for predictive insights, and engaging in continuous learning and cross-functional partnerships.

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.

The webinar, hosted by Jack Cochran from Pre-Sales Collective, focused on AI adoption in pre-sales teams. The discussion centered on how organizations are integrating AI into various pre-sales functions, like account research and demo preparation, while overcoming challenges related to adoption and resistance. Key insights included the importance of leadership buy-in, creating a culture of experimentation, and the need for human oversight in AI-driven processes to ensure accuracy and trust. Panelists emphasized the necessity of contextualizing AI in terms of business outcomes rather than just tools, fostering a community of practice within teams, and leveraging AI for improved efficiency and competitive advantage.

The webinar focused on integrating AI into pre-sales processes to enhance storytelling, personalization, and customer engagement. Key insights included the necessity of human judgment alongside AI in understanding and responding to in-the-moment cues during presentations. The panelists, Rishi Kapoor, Niamh Madden, and Neil Parekh, shared their experiences and strategies for optimizing AI use in tasks like RFP handling, workflow integration, and customizing customer interactions. The discussion underscored the ongoing evolution of AI models and the importance of keeping AI tools updated with accurate and comprehensive context.

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.