Podcasts
Catch me currently on the Presales Podcast anywhere you listen to your podcasts. Or join the live recording on our show Presales LIVE bi-weekly on Tuesdays. For more information visit presalescollective.com/podcasts or join the Presales Collective slack at presalescollective.com/slack.
I also produce a Las Vegas Food podcast (here in my hometown). Episodes are monthly.
If you would like to listen to my previous shows, I hosted and produced both Demo Jockeys and Beyond Presales, two shows focusing on various aspects of the presales profession.
Presales Podcast
Hosted by Jack Cochran and Matthew James
Uploaded bi-weekly
Produced by Presales Collective, the show explores topics on the profession of presales via conversations with experts and thought leaders
Presales Podcast by Presales Collective is a podcast dedicated to growing the Solution Consulting community. We aim to provide presales professionals with the resources, knowledge, network, and mentorship to develop long, impactful careers.
On the Presales Podcast, you’ll hear from global presales leaders, top individual contributors, industry experts, enablement professionals, and entrepreneurs who have developed products for our profession.
In this episode, Jack Cochran is joined by Jon Billett, Founder and CEO of StoryQuadrant, to discuss why storytelling in presales needs to be treated as an industrial skill rather than a soft skill. They explore Jon’s framework for the four types of stories every SE should master, the danger of “Mad Libs” style customer stories, and why the most important story is the one told after you leave the room. Jon shares insights from his 15 years in presales and his unique background as a member of the Magic Circle, revealing how structure, rather than content, creates memorable presentations that drive deals forward.
Follow Us
Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/
Connect with Jon Billett: https://www.linkedin.com/in/jbillett/
Links and Resources Mentioned
Join Presales Collective Slack: https://www.presalescollective.com/slack
StoryQuadrant: https://storyquadrant.com/
Key Topics Covered
Why Storytelling is an Industrial Skill, Not a Soft Skill
The Story Quadrant Framework: Four Essential Story Types
The Mad Libs Problem in Presales
Discovery as Stepping Into Your Prospect’s Story
The Power of Contrast in Creating Memory
What Makes Stories Retellable
Timestamps
00:00 Welcome
03:16 Jon’s Journey to Storytelling
06:31 Storytelling as an Industrial Skill
09:23 Overcoming the Belief: “I’m Not a Good Storyteller”
12:24 The Success Story Trap
15:59 The Mad Libs Formula Problem
18:13 Discovery Stories: Stepping Into Their World
21:20 Maximizing Your 5% of Face Time
23:10 Your Story: The Four-Minute Trust Window
26:51 Positioning Stories: Nobody Cares About Your Offices
27:40 The Story They Tell
30:30 One Technique to Implement Tomorrow: The Power of Contrast
FoodStrip
Hosted by Jack Cochran and Jerome Barnes
Uploaded monthly
Jack and Jerome discuss the good, bad, and odd about the food and drink scenes in and around Las Vegas
Join Jack Cochran and Jerome Barnes as they explore the good, bad, and disgusting on and off-strip eating in Las Vegas!
Jack and Jerome are back to dish on all things fast food in Las Vegas!
From guilty pleasure drive-thru favorites to childhood fast food
memories, the guys cover it all in this entertaining episode.
00:00 – Intro and catching up
01:23 – Favorite fast food picks
09:35 – Fast food nostalgia
14:00 – Airport food philosophy
21:38 – Starbucks food failures
25:05 – Fast food on the Las Vegas Strip
Jerome’s top picks: Wendy’s fries and Junior Bacon Cheeseburger, In-N-Out (but only when drinking)
Jack’s favorites: Jimmy John’s and Taco Bell’s Crunch Wrap Supreme
Next episode: Jack and Jerome will explore their favorite drinking spots in Las Vegas!
Beyond Presales
Hosted by Jack Cochran
Aug 2024 – Nov 2024
What makes you unique in your life is what will make you unique in your sale. Beyond Presales is built on helping sales professionals bring their authentic selves to every customer conversation
What you do outside of your day job is what makes you unique, provides meaning and value, and makes you a better person. As presales professionals it is critical to your success to embrace all parts of your life, not just the things in your day job. Join Jack as he talks to industry leaders, influencers, and authors as they talk about their passions outside of work, and how that has made them better sellers and better people.
Jack Cochran is joined by Paul Krauss. We continue our conversation from the last episode. Today we explore how to better identify the things that lead to burnout and how to deal with it when you are experiencing high stress.
Book discussed during the interview: Panic Proof: The New Holistic Solution to End Your Anxiety Forever by Dr. Nicole Cain
Paul Krauss MA LPC is the Clinical Director of Health for Life Counseling Grand Rapids, home of The Trauma-Informed Counseling Center of Grand Rapids. Paul is also a Private Practice Psychotherapist, an Approved EMDRIA Consultant , host of the Intentional Clinician podcast, Behavioral Health Consultant, Clinical Trainer, Counseling Supervisor, and Meditation Teacher. Paul is now offering consulting for a few individuals and organizations. Paul is the creator of the National Violence Prevention Hotline as well as the Intentional Clinician Training Program for Counselors. Paul has been quoted in the Washington Post, NBC News, Wired Magazine, and Counseling Today.
Demo Jockeys
Hosted by Jack Cochran and Adam DiTomasso
Oct 2023 – Apr 2024
A presales bookclub podcast. Adam and Jack explored topics related to the presales profession
Join your demo jockeys Jack Cochran and Adam DiTomasso for a weekly book club podcast. This weekly podcast will feature a different book each month from a variety of categories, which will be discussed from the lens of 2 seasoned presales professionals.
Lidia Vasileva joins us to talk about Stolen Focus and about getting into flow! Find Lidia on Linkedin or at https://www.packetmage.com/
This month’s book is Stolen Focus by Johann Hari. Pick up a copy (or don’t).
Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.
Next month’s book is 4 Pillars of Critical Thinking by Patrik Ian Meyer.
Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln
00:00 Bump the Mic!
00:30 Middle seat
03:05 Welcome to DemoJockeys
03:52 The Interview
05:25 Did Lidia like the book?
08:21 It started good?
11:05 How lean is your phone?
15:11 Who is this book for?
18:35 Flowstate
26:40 Out o here
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