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In this episode of The Wandering Tech Podcast, Lidia interviews Rob Dean, Head of Presales at the Access Group, about the changing landscape of pre-sales and technical sales roles. Rob shares valuable insights from his extensive experience leading world-class solution consultant teams.
Key discussion points:
The shift from "masters of the mid-funnel" to a more central role in the sales circleHow the consumerization of B2B behaviour is changing buyer expectationsCreating inclusive environments for neurodivergent professionals in pre-salesThe importance of authentic leadership and building genuine professional networksCareer development inflection points at 12 and 24 monthsAdapting to evolving buyer journeys and digital transformationFeatured guest:
Rob Dean - Head of Presales at the Access GroupConnect with the hosts:
Lidia on LinkedInPaul on LinkedInWebsite: solutionspathfinders.comMusic from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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In this episode of The Wandering Tech Podcast, Lidia interviews Rob Dean, Head of Presales at the Access Group, about the changing landscape of pre-sales and technical sales roles. Rob shares valuable insights from his extensive experience leading world-class solution consultant teams.
Key discussion points:
The shift from "masters of the mid-funnel" to a more central role in the sales circleHow the consumerization of B2B behaviour is changing buyer expectationsCreating inclusive environments for neurodivergent professionals in pre-salesThe importance of authentic leadership and building genuine professional networksCareer development inflection points at 12 and 24 monthsAdapting to evolving buyer journeys and digital transformationFeatured guest:
Rob Dean - Head of Presales at the Access GroupFeatured links & references:
Rob's Links:Rob on LinkedInThe Access Group Connect with the hosts:Lidia on LinkedInPaul on LinkedInWebsite: solutionspathfinders.comConnect with us on LinkedIn and share your thoughts!
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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In this episode of The Wandering Tech Podcast, Lidia and Paul dive deep into the ongoing debate about the Chief Solutions Officer (CSO) role and its place in modern organizations. Drawing from their experiences at companies like VMware and various SaaS organizations, they explore whether this emerging C-suite position is truly necessary or just a 'nice to have'.
Key discussion points:
The challenges of measuring trust and other proposed CSO metricsHow organizational structure influences pre-sales priorities and valuesThe evolution from traditional pre-sales to broader solution rolesWhy infrastructure companies might approach technical sales differentlyThe balance between revenue focus and technical expertiseCompensation models and risk-taking in pre-sales rolesFeatured links & references:
James Kaikis' blog post on Test Box about CSO role: https://www.testbox.com/post/chief-solutions-officerCustomer Success book mentioned in the episode: Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring RevenueConnect with the hosts:Lidia on LinkedInPaul on LinkedInWebsite: solutionspathfinders.comThink the Chief Solutions Officer role is the future or are we barking up the wrong tree? Connect with us on LinkedIn and share your thoughts!
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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In this episode of the Wandering Tech Podcast, Lidia and Paul chat about DEMOFESTxLondon 2024 with Lidia going through the event in rapid-fire action.
She shares highlights from the event, including the keynote by Consensus' new CEO, insights on demo automation, and strategies for scaling pre-sales impact.
They discuss the evolving role of pre-sales, the growing importance of asynchronous buyer journeys, and key takeaways from presenters like Nikhil, Natasja, and Max. Lidia also covers the Women in Tech session and Rew's energetic closing talk.
Please connect with us and leave us a review on your platform of choice.
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Links:
Want to connect with us? Find us on LinkedIn:
Lidia & Paul
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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In this special 20th episode of The Wandering Tech Podcast, Lidia and Paul chat about DEMOFESTxLondon 2023, followed by the usual AI Therapy conversation and accompanied by a very quiet Danish cat.
The duo dives into their memories from last year’s DEMOFEST in London. From Garen Hess’s keynote on guided tours to Lidia’s jam-packed session, they highlight the energy and insights that made the event unforgettable. Adam Freeman’s talk on extreme ownership also gets a shout-out, along with the evolution of AI in pre-sales from last year’s whispers to this year’s hot topic.
Please connect with us and leave us a review on your platform of choice.
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https://thediscoverydigest.substack.com
Chapters:
00:00:00 - Intro
00:01:38 - Recap from DEMOFESTxLondon 2023
00:39:40 - AI Therapy
Links:
Folks mentioned on the podcast:
Garin Hess
Adam Freeman
Rob Dean
Elisa Seghetti
Link to the infamous first time Lidia and Paul met
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Lidia & Paul
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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The episode kicks off with one of life’s most important questions: How much cough syrup can one drink before you cannot legally drive a car anymore?
Lidia and Paul dive into a usually serious topic around tech giants' and CEOs' stances on responsibility and the power we may or may not have to content moderation. Plus Lidia finally has the chance to crack open the can of Tech Obfuscation.
Then they discuss the very timely topic of Consensus acquiring ReachSuite and what their opinions are on where POC fits in the Solution Consulting track. (Spoiler: it’s a waste of time.)
They wrap up with a conversation around Google Gemini's new feature that generates AI-hosted podcasts from notes and yet again dream of the day J.A.R.V.I.S. will be a real thing.
Please connect with us and leave us a review on your platform of choice.
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https://thediscoverydigest.substack.com
Chapters:
00:00:00 - Intro
00:04:05 - Tech companies take 0 responsibilities
00:19:14 - Consensus and ReachSuite and POCs
00:29:24 - AI Therapy: No more need for podcast hosts
Links:
Casey Newton’s Platformer newsletter
Video to convince you to never post a picture of a child ever again
Google Gemini and Notebook LM
Want to connect with us? Find us on LinkedIn:
Lidia & Paul
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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In this new, refreshed and totally revamped (ok.. it’s still a work in progress) edition of The Wandering Tech Podcast… Lidia and Paul dive into a couple of different topics.
Is the era of public cloud infrastructure over? It depends. If you ask the CEO of Broadcom you’ll get one answer, but Paul and Lidia discuss why it may not be quite so simple.
And why when two big companies fight - we all lose…
Then the question of whether or not there is yet ANOTHER hat that Presales and Solution teams should wear. The nature of the relationship between product and sales, and how to impact it practically yourself.
Finally, in AI therapy, did you really write a book if ChatGPT helped? That’s the dilemma for the largest global writing challenge as Paul brings an example of how bad PR can go really, really bad.
Links from the show:
VMware article: https://www.theregister.com/2024/08/29/hock_tan_vmware_private_cloud/
Vivun article: https://www.linkedin.com/pulse/why-presales-must-own-sales-product-relationship-vivun-imsme/?trackingId=AI/Dh8iwT/OR9xPjur5nQQ==
NaNoWriMo article: https://www.washingtonpost.com/technology/2024/09/04/nanowrimo-ai-writing-controversy-explainer/
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In this episode… recorded IN PERSON in Paul’s studio* (*dining room with a mic balanced on some books) Lidia and Paul discuss the differences of being in person to remote when it comes to getting stuff done… and what we’d do if sleep wasn’t necessary.
Paul shares how his desire to be more intentional with technology led him to adopt something he had previously shirked, they wonder if they’ve quit social media or are just getting old and revisit the topic of a shrinking internet.
There is also a DEEP dive in this episode of the topic of YouTube content, it’s increased diversification and whether there is an answer to the proliferation of AI-generated content.
We have some BIG (all caps) plans for The Wandering Tech and would love it if you could share with just one person who you think would like it.
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Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
Hosted on Acast. See acast.com/privacy for more information.
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We’re back! After an unscheduled break… which will from now on be scheduled. Paul & Lidia catch-up on how they’re feeling after taking a break from recording, why it’s a wholly good thing and what we’ve been up to in the meantime.
We then dive into recording and meeting prep - what is (and what’s not so good) a playlist to listen to before starting a demo and the pros and cons of speaker notes. As well as the when, why and how.
There’s some good stories in here about how to (and how not) to dress when going on site, the expectations that what you wear sets about how you are perceived by customers and why Lidia is now an Audi driver.
And finally, in an AI therapy bumper edition - Meeting digital twins! AI Computer mice! Recurring revenue!
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Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
Hosted on Acast. See acast.com/privacy for more information.
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Can you "break into" tech? Paul doesn't think so, and Lidia agrees. The good news is that there is more to say than just, well that. Which is good when it's the chosen topic for a podcast episode. As well as discussing our journeys into careers in tech, what the right adjective should be to describe how we found our way into technology, sales and the moments of doubt when we realised that maybe we had made a mistake.
Before all of that, there's a reminiscence about playing "vintage" games, whether or not watching other people play games is a new thing (Spoiler: It's not) and our two very different approaches to how we coped with the early days of lockdown through gaming.
In AI therapy... Paul opens up about how he is now using AI... what he will use it for and what he definitely won't be.
Please if you're enjoying the show... like, subscribe and rate so others get to find it.
Time Stamps:
00:00 - All things gaming
20:21 - How we "broke into" tech
55:05 - AI Therapy
Links:
All we had to was follow the damn train CJPaul on We the Sales EngineersWant to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
Hosted on Acast. See acast.com/privacy for more information.
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In the hottest (literally) episode yet... Paul & Lidia talk about working in the heat, and whether or the British will ever understand the concept of actual summertime and Paul fails to remember Tommy Cooper's name. They then get into the best (and worst) gym workouts and the challenges of building habits around a busy lifestyle. Especially when travelling. There is the inevitable reference to Atomic Habits and when a priority isn't actually a priority.
Lidia revisits her yearly theme (more on that way back in Episode 2)
They then dive into the main topic, which is what the function of being a Presales professional is, and what it should and shouldn't be. Why bringing a deal to closure is like landing a plane with the Solutions Engineer and Account Executive as co-Pilots. The various different sporting analogies (note: Quarterbacking the team doesn't work outside the US). The need to see the team as equal, and how life changes when you move from being the field to being in a leadership role.
And finally... AI therapy, why Microsoft's Co-Pilot recall was recalled and another rallying cry for AI to "do the boring stuff".
Intro - 00:00:05
Workouts & Habits - 00:05:45
What is Presales function? - 00:25:02
AI therapy - 01:20:52
Links:
Atomic Habits
Co-Pilot Recall
Want to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
Hosted on Acast. See acast.com/privacy for more information.
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Apple did it. They finally did it. They’ve also been doing it for sometime but only know is anyone paying attention because they used the acronym. Lidia and Paul react to the Apple World Wide Developer Conference (WWDC). What they’re excited about, what they’re perhaps somewhat skeptical of (spoiler: it’s all the creative stuff).
It’s then Paul’s turn to indulge in a pet topic of “why do we get what we think technology will be” or is there too much influence taken from science fiction in technology advances?
There’s another edition of AI therapy… and a diversion into the topic of a transgressive musical.
https://www.theverge.com/24171190/apple-wwdc-2024-biggest-announcementsiPad crush adAvenueQLe Voyage dans la LuneSan BernadinoBaudrillardWant to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
Hosted on Acast. See acast.com/privacy for more information.
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The episode in which we sort of react to and review Demofest with a promise to come back with a deeper dive once they’ve both actually had an opportunity to review the content(!).
They share stories of attempting to bend the will of hotel room technology. Whether or not it’s overkill to bring your own router when travelling and how to be a nightmare customer for a streaming service.
What is the future of Presales? What should it be called (and what’s wrong with some of the current favourites), the dangers of existing in a bubble, a reality check on whether or not the tech sales revolution is here, or coming, or may be about to happen…
And finally there is this week's edition of “AI Therapy” in which Paul’s Simpsons knowledge fails him, we talk about why AI has so far failed to live up to what we might have hoped and our hopes and dreams for WWDC and beyond
This also features a Wandering Tech Podcast first… a Lidia rant.
Time stamps
0:22 - How to hack a hotel room
12:10 - Demofest review
23:10 - More Demofest, and the future of Presales
52:59 - AI Therapy
DemofestScarlat Johnasson controversy with AIMicrosoft co Pilot computersWant to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
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License code: GD2AS1RU1MVSELY3
Hosted on Acast. See acast.com/privacy for more information.
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In an unashamedly nerdy outset to episode 11, Paul & Lidia discuss why QWERTY is not the way and how having “adult money” makes present buying difficult. They then reminisce about past roles and server rooms in summertime, rose-tinted glasses on previous roles, the ups and downs of working in IT and networking, why we are in Presales (spoiler: money!), productivity and neurodivergence and whether Paul has found an actual good use of AI??
Then, Demofest! If you’re listening on release day then Demofest 2024 starts TODAY - we share our own experiences of presenting, the first time Paul met Lidia when she had been begging people to close the door, why sometimes even the best-laid plans get thrown out in favour of what feels right and some recommendations for Demofest. And finally, why approaching conferences should be like music festivals.
Keychron K4iqunix Sense cup Coffee CarafeIoW hovercraft Motion ToDoIstZapier DemofestWant to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
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License code: GD2AS1RU1MVSELY3
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OK, fine. We will talk about AI.
A surprising tech-positive conversation between Lidia and Paul on a still very hot topic of AI and machine learning. From the day-to-day use, through the ethics, through to the future and where they see it fitting in the tech landscape. Paul led the conversation with a couple of hot takes fresh out of the oven. Lidia is bursting at the seams to talk about private AI and the role networking and infrastructure has to play in all of this. Also, some really serious talk was had about the future of the podcast and how and when guests will make an appearance.
Also, this is episode 10! Hip, Hip, Hurrah!
FeedbinAlice Egan - Linkedin / NewsletterPlato's table and the Theory of Forms We the SEs podcast Humane AI pin - verge reviewSamsung Bans ChatGPT Among Employees After Sensitive Code LeakThe image we were discussing on the speed of things Motion Episode 5 - The One All About ProductivityWant to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
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What exactly is the difference between small, medium and big internet? And which one is the right place to use to book flights? Lidia and Paul also share their views on the seeming decline of LinkedIn (and a push towards AI generated content), the best way to read the internet and why YouTube shorts have been the downfall of them both. They then share experiences of reading, why physical books are better (at least according to Paul) and how the approach to reading for pleasure vs reading for information differs in more ways than you might think. Finally, they talk about whether or not the "soft life" is something that should be strived for, whether burnout in tech is a new phenomenon and how to cultivate a healthy relationship with your job.
BlinkistThe Wheel of TimeBrandon SandersonHaruki MurakamiPaul AusterTerry PratchettTwilightThe Sadness trailer (WARNING!)The Soft LifeWant to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
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License code: GD2AS1RU1MVSELY3
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In episode 8, Lidia and Paul tackle wiggling cursors, both share their most dreadful Presales horror stories/customer calls and then spend the majority of the episode trying to find the positive to E-mail. At the end, there is a brief, but important update on where business and careers are going.
Chapters:
00:00-14:22 - Stop moving the cursor
14:22-27:08 - The Horror Stories of Presales of both
27:08-51:20 - The conversation about E-mail and almost 20 minutes of Lidia trying not to rant
51:20-57:10 - Paul's final final thing about the E-mail
51:10-59:40 - A RSSaunce
59:40-1:12:54 - Follow-up: The state of PacketMage and Paul Harris
Notes and links:
The Verge Article
Enshittification
Lake District
Guide to the Lakes
Want to connect with us? Find us on LinkedIn:
Lidia & Paul
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Paul - TechSalesUnplugged
Lidia - PacketMage
Music from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
License code: GD2AS1RU1MVSELY3
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After 6 episodes Lidia and Paul finally get into the topic of what it is they actually do for work. Presales / Solutions Consulting / Sales Engineering, one or all of the above. There is a discussion on how the more we learn the less we know (yes, really), the importance of understanding that we have inherant biases and why the perception of "being in sales" is pretty outdated.
Connect on LinkedIn!
Lidia
Paul
Check out Packetmage (Lidia's company)
Subscribe to our Newsletters:
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Lidia - PacketMage
Dunning Kruger effectSurvivorship BiasConfirmation BiasSix Habits of Highly Effective Sales EngineersGlengarry Glen RossThe Wolf of Wall StreetRadical CandorMusic from #Uppbeat (free for Creators!):
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Is Generative AI going to be the end of the internet as we know it? Maybe. Or maybe it's just the next phase in the inevitable amount of content that has been continually pumped out onto the internet forever. This episode sees Paul and Lidia share their feelings on the good, bad and downright scam-ugly of AI. Early memories of the internet, why "going-online" is no longer a thing and why building up a massive social media following doesn't mean much when platforms inevitably die. It also features two references to very specific moments in pop-culture.
Connect on LinkedIn!
Lidia
Paul
Check out Packetmage (Lidia's company)
Subscribe to our Newsletters:
Paul - TechSalesUnplugged
Lidia - PacketMage
Google AI ModelsAOL MailFuturama going onlineSoraStieg LarssonHBomber Guy Plagiarism and YouTubeEnshittifactionMastodonFediverseRoblox Child LabourCompuGLobalHyperMeganetMusic from #Uppbeat (free for Creators!):
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Let's talk about P.RO.D.U.C.T.I.V.I.T.Y! And why the culture of productivity is just a "cult" that probably wants to sell you something. To do lists? Getting Things Done? KanBan? What do all these words mean? This episode of the podcast is where Paul and Lidia get into the ins, outs (and shaking it all abouts) of their own productivity methodologies, systems and why sometimes getting back to pen and paper could really be the best thing to do after all.
As well as sharing notes on their different approaches to being and feeling productive (two different things) - this episode also sees your hosts explore their ways of finding focus in hectic schedules, whether or not you should swallow frogs and why sometimes death metal is the best balm for a busy mind.
Connect on LinkedIn!
Lidia
Paul
Check out Packetmage (Lidia's company)
Links:
GTDObsidianToDoist5-year diaryNotionPaper desk plannerPomodoro timerFocusMateCoffivityPaul's focus playlistPoets of the FallDisturbedCannibal CorpseAvenged SevenfoldSlipknotEisenerhower matrixMusic from #Uppbeat (free for Creators!):
https://uppbeat.io/t/mountaineer/milky-way
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