Best Kaikis Podcasts (2025)

1
What AI Can’t Replace in Customer Success with Kirsty O’Sullivan 36:02

11d ago36:02

36:02

What does it take to turn customer experience into a growth engine? How can AI and data actually bring teams closer to their customers instead of further away? What gets in the way of a united go-to-market motion, and how can companies fix it? Those are the three big topics we’re covering in this episode of GTM News Desk. Kirsty O’Sullivan, SVP of …

1
Insights from an SE-Leader-Turned-Recruiter: Personal Branding for SEs with Raphael Joseph 35:15

12d ago35:15

35:15

In this episode, Jack Cochran and Matthew James are joined by Raphael Joseph to discuss the critical importance of building a strong LinkedIn profile for PreSales professionals. They explore how the platform has evolved as a powerful career tool, especially in today's competitive job market. Raphael shares practical tips on crafting a professional …

1
BREAKING NEWS: A new chapter for GTM News Desk 6:08

25d ago6:08

6:08

We have some breaking news at GTM News Desk. A new era begins as we welcome a fresh voice to the show. After 18 episodes of insights, debates, and plenty of laughs, Nick is signing off. As he and Mark reflect on their time hosting together, they share lessons learned, favorite moments, and the relationships that shaped the show. And stepping into t…

1
Forecast This: Why Presales Belongs in the Room 34:38

26d ago34:38

34:38

In this episode, Jack Cochran and Matthew James are joined by Karthik Krishna, Manager of Solutions Engineering at Freshworks and Presales Collective's Regional Community Leader for Chennai. They explore how Solutions Engineers can gain strategic influence in deal cycles beyond just giving demos and answering technical questions. Episode Highlights…

1
Why Audience-First Content Drives Real Results with Jonathan Paul 27:02

1M ago27:02

27:02

What does it take to create content that truly connects with your audience? Why are so many marketing teams still prioritizing quantity over quality, even with AI in the mix? How can aligning product marketing, brand, and content unlock better outcomes? Those are the three big topics we’re covering in this episode of GTM News Desk. Jonathan Paul, V…

1
Buy, Sell, Beware: Examining the Ethics of AI with Dianna Cappello 40:46

1M ago40:46

40:46

Today’s episode was recorded during Presales Collective’s AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo E…

1
Building Customer-Centric Strategies with Rebecca Shaddix 29:43

2M ago29:43

29:43

What happens when companies prioritize short-term goals over the big picture? How can organizations avoid mediocre marketing from old strategies? Why is balancing metrics with meaningful relationships vital for long-term growth? Those are the three big topics we’re covering in this episode of GTM News Desk. Rebecca Shaddix, a marketing leader from …

1
Presales People in Disguise with Alex Nation 31:53

2M ago31:53

31:53

In this episode, Jack Cochran (General Manager, Presales Collective) and guest co-host Allison Macalik dive into the topic of "Presales People in Disguise" with Alex Nation. They explore the journey into presales roles, the importance of effective discovery techniques, the power of silence in customer interactions, and the unique relationship betwe…

1
What It Really Takes to Lead a People-First Company with Kate O’Neil 30:23

2M ago30:23

30:23

How can companies truly build a people-first culture? What happens when leadership prioritizes customers but neglects employees? Why is bad management one of the biggest problems in tech today—and how do we fix it? Those are the three big topics we’re covering in this episode of GTM News Desk. Kate O’Neil, CEO of Opre, joins us to discuss what it r…

1
Winning Complex Deals: How AI Empowers Sales Teams with Manisha Raisinghani 37:11

2M ago37:11

37:11

In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on lev…

1
Why Interactive Demos are Reshaping B2B Buying with Natalie Marcotullio 27:23

3M ago27:23

27:23

What’s changing in how B2B buyers evaluate and purchase software? How can interactive demos create a frictionless, buyer-first experience? What role does AI play in the future of go-to-market strategies? Those are the three big topics we’re covering in this episode of GTM News Desk. Natalie Marcotullio, Head of Growth of Navattic, joins us to discu…

1
From Novice to Expert: Presales Career Paths with Kalyan Ramkumar 33:05

3M ago33:05

33:05

In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in …

1
Why Experiential Events Are the Future of B2B Marketing with Josh King & Daniel Curtis 28:34

3M ago28:34

28:34

How are B2B SaaS companies adapting to a market where traditional growth channels are failing? What does the shift from a channel mindset to a network-based strategy mean for go-to-market teams? How can companies leverage experiential events to drive deeper engagement and real business impact? Those are the three big topics we’re covering in this e…

1
Exploring Value in Modern Tech Sales with David Yockelson 35:15

3M ago35:15

35:15

In today's episode, Jack Cochran and Matthew James sit down with David Yockelson, Distinguished VP and Gartner Fellow, to discuss the evolution of value realization in tech sales. They explore how buyer behaviors have changed, the importance of understanding customer needs before leading with technology, and practical approaches for pre-sales profe…

1
Your Go-To-Market Playbook Is Broken with James Kaikis 31:40

4M ago31:40

31:40

How is go-to-market strategy evolving in a world of shifting buyer expectations? What role does AI play in reshaping sales, solutions engineering, and customer success? Why are traditional sales playbooks breaking down, and what comes next? Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by James Kaikis,…

1
Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu 36:17

4M ago36:17

36:17

Show Notes In today's episode, Dean Shu (CEO & Co-founder, Arphie) joins Jack Cochran and Matthew James to discuss AI agents in PreSales and the evolution of the industry. They explore the changing landscape of PreSales leadership, practical applications of AI, and strategies for evaluating AI solutions. Thank you to Arphie for sponsoring this epis…

1
The Importance of Customer-Focused Messaging with Emma Stratton 36:07

4M ago36:07

36:07

How is AI reshaping productivity in go-to-market strategies? What does Benedict Evans’ AI Eats the World report reveal about the future of large language models? How can businesses craft messaging that resonates with customers while avoiding jargon overload? Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joine…

1
Human Qualities of Presales Leadership with Ron Whitson 34:35

4M ago34:35

34:35

In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top i…

1
Startups are Cheaper to Build, OpenAI launches SearchGPT, Klue’s Compete Network for Product Marketers (with Klue's Katie Berg) 35:52

5M ago35:52

35:52

Why is it easier to launch a startup than to achieve sustainable growth? What impact will OpenAI's SearchGPT have on the search experience? How is Klue’s Compete Network helping product marketers gain a competitive edge? Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by Katie Berg, VP Marketing at Klue,…

1
The State of Presales in 2025 with Matthew James 35:20

5M ago35:20

35:20

In today’s episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debate…

1
Sneak Peek at 2025 3:47

6M ago3:47

3:47

As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast. Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each ep…

1
A Fireside Chat with the New GM of PSC 41:17

6M ago41:17

41:17

Today on the PreSales Podcast we have an exciting announcement, we have the pleasure and opportunity to announce the next General Manager at PreSales Collective, Jack Cochran. We talk about this exciting new chapter for PreSales Collective, how we are expanding with a new PreSales Collective board of directors, the excitement of hitting the milesto…

1
AI for CX and CS, and Customer-Led Growth (with Champion’s Gianna Scorsone) 25:19

7M ago25:19

25:19

What does Zendesk’s new AI solution mean for the future of customer experience? How is the new company Agency reinventing customer success to empower teams? Can customer-led growth really drive sustainable revenue? Those are the 3 big topics we’re covering on this episode of GTM News Desk. We’re joined by Gianna Scorsone, Co-Founder and Chief Opera…

1
The Demo Challenge: Capturing Buyer Attention Before the Demo w/Todd Janzen 40:23

7M ago40:23

40:23

Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. On…

1
Startup Growth Expenses, Network Effects, & NDRs (with Commsor Co-Founder & CEO, Mac Reddin) 30:42

7M ago30:42

30:42

How is AI making it easier and more affordable to start a business? What are network effects and how do they drive business growth? Do Go-to-Network strategies, a twist on traditional go-to-market approaches, enhance go-to-market effectiveness? Those are the 3 big topics we’re covering on this episode of GTM News Desk. We’re joined by Mac Reddin, C…

1
Product Power Plays: Scale, Sales, and PreSales w/Sarah Idriss 44:29

7M ago44:29

44:29

Sarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast. Episode Takeaways: Relationship of Product + PreSales (and beyond). The vital role PreSales plays in shaping product development and ensuring alignment with customer needs. W…

1
OpenAI's AI Device, LinkedIn's Data Privacy Concerns, & Customer Evidence in GTM (with UserEvidence CEO, Evan Huck) 31:20

8M ago31:20

31:20

What does Jony Ive's collaboration with OpenAI mean for AI and hardware integration? Is it ethical for LinkedIn to use your data to train AI? How should customer data be used to support your go-to-market strategy? Those are the 3 big topics we’re covering on this episode of GTM News Desk. We’re joined by Evan Huck, CEO of UserEvidence, to share his…

1
PreSales Mastery: Elevating Influence Across the Customer Lifecycle w/Julia Lustig 43:44

8M ago43:44

43:44

Hello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry. Today I’m speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast. We explore how to create content on Linkedin, the future of solution consulting examining how this role is evolving in response to new chal…

1
Open AI, AI Benefits, & Data-Driven Marketing (with Outreach's SVP of Marketing, Ali Jawin) 32:38

8M ago32:38

32:38

How does OpenAI's massive fundraising and $150 billion valuation reflect the growing role of AI in marketing? Is AI truly benefiting both B2B companies and their customers, as Scott Brinker's recent research suggests? What is the best framework for using data-driven marketing to align with your C-Suite this budget season? Those are the 3 big topics…

1
25. Carlos Marin on Turning Setbacks into Stepping Stones for Success 51:40

8M ago51:40

51:40

What if every failure you encountered was actually a stepping stone towards success? In this episode of "Learning the Hard Way, the Easy Way," Carlos Marin, international leadership consultant and executive coach, joins Alex to share his philosophy on the relationship between failure and success. Carlos talks about learning from his own failures an…

1
Beyond the Pitch: Do Technical SCs Have the Upper Hand? w/Dan Hellerman 54:13

8M ago54:13

54:13

Episode Title: The Power of Technical Mastery in PreSales with Dan Hellerman Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professi…

1
AI Job Takeover, NBA's Media Shift, & Marketing Leadership (with CaptivateIQ’s CMO, Katie Foote) 29:56

9M ago29:56

29:56

Is AI actually helping folks be more productive at work? What can B2B learn from then NBA's new media agreement? What does an actual modern (and successful) marketing leader look like these days? Those are the 3 big topics we’re covering on GTM News Desk. And we’re joined by Katie Foote, CMO of CaptivateIQ and a former executive at Drift and Salesf…

1
24. CB Bowman-Ottomanelli on Confronting Corporate Racism with Courage 1:03:31

9M ago1:03:31

1:03:31

Ever encountered a situation where you felt out of place because of systemic biases? Join Alex for a profound conversation with CB Bowman-Ottomanelli, a master executive coach, who shares her eye-opening experiences with corporate racism. Raised in a diverse and inclusive environment, CB was blindsided by the harsh reality of racial discrimination …

1
Mastering Human Skills and Growing into Leadership w/Ron Whitson 42:54

9M ago42:54

42:54

This episode delves into Ron Whitson's career journey as a presales professional, highlighting essential lessons learned along the way. While his technical skills initially secured my role, it was mastering human skills that truly accelerated his success. Episode Takeaways Imposter syndrome never really goes away To excel as a presales professional…

1
Extra Credit: PreSales Enablement w/Liz Anderson 41:01

9M ago41:01

41:01

Liz Anderson directs the PreSales Collective Enablement programming, from PreSales Academy through leadership training, channeling her PreSales experience through to world-class programming and facilitation. Liz has well over a decade of experience and PreSales from organizations, large and small, from Slack to startups. Episode Takeaways Presales …

1
Nike’s Strategy Flop, Hubspot’s AI Search Grader, & ICP Tips (with SalesIntel’s Manoj Ramnani) 38:59

9M ago38:59

38:59

What can we learn from Nike’s last marketing pivot that failed? Is Hubspot’s AI SEO tool actually helpful? How do you define your ICP to be both people-first and fueled by data? These are the 3 big topics we’re tackling on this episode of GTM News Desk. We’re joined by SalesIntel’s CEO, Manoj Ramnani, who breaks down the importance of defining your…

1
Product & GTM Gold - Building Incredible Product Feedback Solutions w/Daniel Kish 43:51

9M ago43:51

43:51

Join Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forc…

1
Zero-Click Content, Meta’s AI Characters, & 2024 Content Marketing Stats (with Sparktoro’s Amanda Natividad) 41:24

9M ago41:24

41:24

How is content marketing changing in 2024?? What is up with the Meta custom AI characters? How do you make effective zero-click content? Those are the 3 big topics we're covering today, on GTM News Desk. And we're joined by Amanda Natividad, VP of Marketing at Sparktoro, to share her expertise on zero-click content. (She coined the term, after all)…

1
AI, Automation, and the Future of Sales Engineering w/Patty Hager 39:02

10M ago39:02

39:02

Today, I’m speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more. Patty is passionate about inclusion in PreSales with her work as a council member of Women in Solutions Excellence PSC an…

1
23. Ernesto Mandowsky on Finding your Passion 1:00:06

10M ago1:00:06

1:00:06

Is there a secret to discovering our passion? Listen to Alex's conversation with Ernesto Mandowsky, the brain behind the Million Dollar Machine, who shares his incredible journey from the world of hospitality technology to entrepreneurship. Discover how Ernesto’s book, “NewBee,” helped him discover his true passion and better appreciate the experie…

1
Funnel Strategy, SEO, & Acquisition News (with Gainsight’s Nikki Engel) 30:58

10M ago30:58

30:58

What is there to know about PathFactory’s acquisition of UberFlip? How do you design a people-first marketing funnel? Where is the future of SEO headed with Google’s latest updates? Those are the 3 big topics we’re covering on this episode of GTM News Desk. And we’re joined by Gainsight’s Director of GTM Strategy & Customer Education, Nikki Engel, …

1
Working Relationships from Strained to Strong w/Matthew James 54:05

10M ago54:05

54:05

Today I speak with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy. Cross-departmental relationships are not a choice in our profession, they are a part of everyday life - and I’d argue that they are one of the main reasons we exist We dive into his experience facing challenging relationships…

1
Demand Gen, Video Ads, and Network Development Reps (with Movable Ink's Justin Keller) 28:11

10M ago28:11

28:11

What are Google's surprising findings on video advertising? What is a Network Development Representative role (NDR)? What frameworks can elevate demand generation strategies? Those are the 3 big topics we’re covering on this episode of GTM News Desk. And we’re joined by Justin Keller (you know him from Terminus, Drift, and now Movable Ink) to share…

1
Founder Stories: Demo Programs Meet Buyers Where They Are w/Evan Powell 46:22

11M ago46:22

46:22

Today, I’m speaking with Evan Powell, Co-Founder of Reprise. We discuss market trends, where PreSales and Solutions folks can take advantage of the need in GTM today, and he shares his insights from designing enterprise solutions with what he refers to as a Demo Program. I love talking with Evan because he gets it. From D&D to his journey in Sales,…

1
Event Marketing, Buyer-First Practices, and Growth Hacking (with 6sense’s Bethany Murphy) 28:04

11M ago28:04

28:04

What makes an event not suck? What are buyer-first practices that Navattic uncovered in 2023? Is growth hacking still a thing? Those are the 3 big topics we’re covering today, on GTM News Desk. And we’re joined by Bethany Murphy, Senior Director of Events at 6sense, to share her expertise on how to curate unforgettable event experiences, the import…

1
Hiring: How to Build an Inclusive Bench w/Diana Cappello 43:57

11M ago43:57

43:57

Today, I’m speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - tem…

1
Introducing GTM News Desk 1:41

11M ago1:41

1:41

Welcome to GTM News Desk, the podcast where Nick Bennett and Mark Kilens bring you real talk backed by real action. Twice a month, we cut through the noise to deliver the essential resources, news, and expert takes you need to create impactful, People-first GTM motions. From trending topics to clickbait headlines, we sift through the clutter to hig…

1
22. Rick Torrison on Overcoming Limiting Beliefs 1:10:25

12M ago1:10:25

1:10:25

Join us on this episode of Learning the Hard Way the Easy Way, for a conversation with leadership coach and best-selling author, Rick Torrison. Rick's journey to break free from his limiting beliefs and embrace his authentic self will inspire you to question the "normal" in your own life. Rick and Alex dig into the cultural and generational influen…

1
Techie Turbo: Accelerating Personal Achievement through Comms Skills w/David Duffett 53:36

12M ago53:36

53:36

Welcome to the PreSales Podcast. It’s your host and PSC GM, Chris Mabry. Today, I have the privilege of speaking with David Duffett, a Telecom presales engineer who has transitioned into an award-winning speaker and coach. David is the mastermind behind “Let the Geek Speak” and has delivered numerous impactful keynotes to technical sales organizati…

1
Founder Stories: Buyer Enablement with Demo Automation w/Akash Bansal 32:23

1y ago32:23

32:23

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and…

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