PreSales Hireside Chats
Episodes
#32 Taking your career abroad - From Europe to Singapore in PreSales with Ed Baxter
27 Jun 2025
Contributed by Lukas
Ed Baxter is a British Pre-Sales leader based in Singapore. Since the age of 10 he's been plotting his move abroad. In this podcast we learn how h...
#31 PreSales Career Edition with Juan Pablo Ahumada and Julia Henriet
11 Apr 2025
Contributed by Lukas
In this episode we talk with Procurement Technology SC's Julia Henriet and Juan Pablo Ahumada about their career journeys from Big 4 Audit and Eco...
#30 PreSales Career edition with Gabriele Fiata
19 Mar 2025
Contributed by Lukas
From Big Four to PreSales to Market Strategy—Gabriele’s Career PathGabriele Fiata has taken an interesting route into PreSales. He started out bet...
#29 PreSales Career Edition with Kapali Chawla
27 Feb 2025
Contributed by Lukas
Kapali is a PreSales Business Architect at SAP, captaining PreSales teams on meaty, complex opportunities across the whole SAP range of products. She'...
#28 PreSales Career Edition with Rudy Martinez
20 Feb 2025
Contributed by Lukas
Rudy’s story is both fascinating and unique. Beginning his career as a Creative Director, he successfully transitioned into SE roles at Esko and Sma...
#27 PreSales Career Edition with Matt Gilbey
07 Feb 2025
Contributed by Lukas
Matt Gilbey is a Solution Advisory Lead for SAP Supply Chain. In this conversation, we discuss: • What Matt loves about PreSales • The actual am...
#26 Simon Geddis - Building candidate relationships through communication, for better hiring results
09 May 2024
Contributed by Lukas
Simon is the Head of Customer Advisory for SAP UKI, with a wealth of experience hiring Simon believes in a candidate-centric, keep-things-simple, appr...
#25 Mark Green returns - The CV of the future
09 May 2024
Contributed by Lukas
Mark is the Director of Buyer Enablement at Consensus, he is also a host on the excellent Two PreSales in a Pod, podcast. Mark has never been shy to a...
#24 Marcel Golembiewski - Doing things differently to improve hiring results
09 Nov 2023
Contributed by Lukas
We speak with Marcel Golembiewski a DACH based PreSales leader who has improved his hiring results by getting his hands dirty and doing things differe...
#23 Manuel Schulz - How to hire in DACH and why it's so different
09 Nov 2023
Contributed by Lukas
As well as being one of Europe's most important regions, DACH has always been a little different to recruit in and certainly a challenging market ...
Episode 22 - "I'll tell you a secret - It's the length of the hiring process!"
16 Aug 2023
Contributed by Lukas
What would the ideal hiring process look like for PreSales?This is gold from Ramzi Marjaba.
Episode 21 - Showing Leadership as an individual contributor
16 Aug 2023
Contributed by Lukas
“I can’t stand it when people try to sell me a product, I don't like being manipulated.”“It’s sales without being annoying”Such a nice...
Episode 20 - Using a PreSales skills matrix
16 Aug 2023
Contributed by Lukas
There’s a lot of talk currently about SE/SC skills and competencies matrixes, another example of PreSales professionalising further.Transforming the...
Episode 19 - Cultural and Language Diversity
16 Aug 2023
Contributed by Lukas
For most people, it’s a pleasure to work in an industry as international as software.Evaluating a candidate’s soft skills is hard enough as it is,...
Episode 18 - Agility in PreSales
15 Aug 2023
Contributed by Lukas
I’m surprised agility is not talked about more as a core capability in PreSales.I think Chris Taplin is spot-on here, agility matters and is appl...
Episode 17 - Pros & Cons for using your intuition when hiring
15 Aug 2023
Contributed by Lukas
Intuition.. does it help or hinder when hiring?The benefits and pitfalls of using intuition for hiring decisions, as well as thoughts around how to mi...
Episode 16 - Show your storytelling skills in recruitment
15 Aug 2023
Contributed by Lukas
Treat the recruitment process as a sales cycle and make a lasting impression through storytelling.Rock solid advice from Kerry Sokalsky for anyone i...
Episode 15 - Proactively building a diverse team
15 Aug 2023
Contributed by Lukas
We enjoyed an enlightening conversation with Simon Gillis, discussing a range of topics around hiring, including the importance of diversity and proa...
Episode 14 - Key abilities and their assessment
15 Aug 2023
Contributed by Lukas
What abilities make up a top-performing PreSales professional and how can you assess these in the hiring process? We asked Chris Jones and this is w...
Episode 13 - Learnings around hiring
15 Aug 2023
Contributed by Lukas
Matthieu Rider is a seasoned PreSales leader with a lot of hiring experience.Matt took the time to discuss in depth his beliefs around hiring. Some h...
Episode 12 - Personality diversity
15 Aug 2023
Contributed by Lukas
Is personality diversity on a PreSales team important?If it is important, how do we go about ensuring it is factored into the hiring process?We enjoye...
Episode 11 - Hiring from industry
15 Aug 2023
Contributed by Lukas
Hiring from industry can lead to a PreSales team's best hires. They understand an industry’s drivers intimately and can operate at a peer level ...
Episode 10 - Coming from a different background
15 Aug 2023
Contributed by Lukas
What do accountants, recruiters, country singers, painters, proposal writers, psychology professors and TV news anchors (!) have in common?Amin Ibrahi...
Episode 9 - Showing discovery skills during the hiring process
15 Aug 2023
Contributed by Lukas
The interview process is akin to a sales campaign, including a discovery component.For candidates: Using your discovery skills, to accurately understa...
Episode 8 - Building a network for future hiring
15 Aug 2023
Contributed by Lukas
In the midst of layoffs and a tighter hiring market there is currently a unique opportunity for PreSales leaders to develop their network of potential...
Episode 7 - Interviewing in-dept
15 Aug 2023
Contributed by Lukas
When it comes to hiring, what do four-year-olds constantly remind us?Anyone who has spent time with a 4-year-old will know how good kids are at asking...
Episode 6 - Cultural fit
15 Aug 2023
Contributed by Lukas
We’ve now surveyed almost 50 PreSales leaders on hiring, one preliminary result is that 89% of hiring managers rate cultural fit as 8/10 important o...
Episode 5 - “Those who cannot change their minds cannot change anything.”
15 Aug 2023
Contributed by Lukas
Adaptability is the characteristic Bruce Walcroft values most when interviewing for his PreSales team. Here he expands on why adaptability is so im...
Episode 4 - Reducing the impact of bias in the hiring process
15 Aug 2023
Contributed by Lukas
67% of the 50+ PreSales managers we’ve surveyed report their reliance on intuition at 8/10 or above.. with the 1-to-1 interview with the hiring mana...
Episode 3 - What makes a great PreSales professional?
15 Aug 2023
Contributed by Lukas
We asked Rebecca Applewhite, Solutions Consulting Director at Remote, what she has seen lead to high performance in PreSales. We also discussed how s...
Episode 2 - The Buyer Enablement Approach in PreSales
13 Aug 2023
Contributed by Lukas
How does the movement to a Buyer Enablement approach change how you hire in PreSales? We asked the ever-insightful, PreSales Guru Don Carmichael.. an...
Episode 1 - Inside the Hiring Process
09 Aug 2023
Contributed by Lukas
As a PreSales leader, would you like to know how 103 of your peers go about the critical task of hiring?As an individual contributor, are you curious...