Ep.16- The Future of Pre-Sales Isn’t Human vs AI with Joseph Lee

Ep. 24- Building & Selling Companies: Lessons Every SaaS Founder Needs with Stan Markuze

Give us Feedback on this episode [https://www.buzzsprout.com/2566842/fan_mail/new] Most founders know how to build a product. Far fewer know how to build a company that can actually scale and eventually be acquired. On the next episode of PreSales Unplugged: The Leadership Playbook, I'm joined by Stan Markuze, CEO of Balance. Stan has built and successfully sold two technology companies, invested in real estate for over a decade, and is now leading a fast-growing SaaS company helping businesses better manage their cash. In this episode, we'll discuss: ✅ Building companies with long-term value in mind ✅ Lessons learned from multiple exits ✅ Founder-led sales and knowing when it's time to build a sales team ✅ How customer feedback led to a major product pivot ✅ Practical ways founders can think differently about cash flow and operational efficiency ✅ Hiring lessons from scaling an early-stage startup Whether you're building your first startup or scaling your next one, this conversation is full of practical lessons you can apply immediately. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter.  We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks.  They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster.  We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers.  If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ [https://elitetalentrecruiting.io/] Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/  [https://www.linkedin.com/in/arvi-carkanji/] All other resources: https://linktr.ee/elitetalentrecruiting [https://linktr.ee/elitetalentrecruiting]

EP. 23- Stop Automating Dysfunction: The Pre-Sales & GTM Evolution with Investor Mark Nix

Give us Feedback on this episode [https://www.buzzsprout.com/2566842/fan_mail/new] Most SaaS leaders are betting big on AI right now. But here's the uncomfortable truth: most of those bets won't pay off. Not because the technology isn't real. Because the fundamentals aren't there. I'm sitting down with Mark Nix, an executive with experience leading crossfunctionally across Solution Engineering, Product Strategy, Product Marketing and more and now more recently a Limited Partner at Stage 2 Capital Venture.  Mark has helped scale organizations from startups to global enterprises across multiple technology cycles, and he has a very clear-eyed view of what actually survives when the hype fades. We're going deep on: • How to evaluate real market potential vs. noise • Why business process matters more than technology • What most AI companies are getting wrong right now • How presales and the FDE model are reshaping enterprise GTM • And what Customer Value Realization actually means for the future of      pre and post-sales If you're a CRO, VP of Solutions, SE leader, or a founder figuring out your GTM motion, this one is going to hit. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter.  We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks.  They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster.  We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers.  If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ [https://elitetalentrecruiting.io/] Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/  [https://www.linkedin.com/in/arvi-carkanji/] All other resources: https://linktr.ee/elitetalentrecruiting [https://linktr.ee/elitetalentrecruiting]

Ep. 22-How to Lead a High-Performance Sales Org Without Owning Every Deal with Alice Heiman

Give us Feedback on this episode [https://www.buzzsprout.com/2566842/fan_mail/new] Most revenue problems in SaaS are leadership problems and most leaders don't see it until it's too late. If your team isn't closing, your pipeline is unpredictable, or you're still the one saving every deal, something in your leadership motion is broken. I'm sitting down with Alice Heiman and one of the most respected voices in B2B sales strategy for senior leaders and executives. Alice has spent decades helping C-suite leaders and founders of high-growth companies build the strategies, teams, and culture needed to drive consistent revenue.. without being the bottleneck. We're going deep on: * Why senior leaders unknowingly stall their own revenue motion * What modern GTM leadership actually looks like in 2026 * How to get your team generating pipeline without cold outreach that goes nowhere * What it takes to build a sales org that performs with or without you in the room If you're a CRO, VP of Sales, founder, or GTM leader trying to figure out why your revenue isn't scaling the way it should -- this one's for you. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter.  We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks.  They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster.  We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers.  If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ [https://elitetalentrecruiting.io/] Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/  [https://www.linkedin.com/in/arvi-carkanji/] All other resources: https://linktr.ee/elitetalentrecruiting [https://linktr.ee/elitetalentrecruiting]

Ep.21- A Friendly Human in Pre-Sales: The Behaviors That Actually Win Deals with Ron Whitson

Give us Feedback on this episode [https://www.buzzsprout.com/2566842/fan_mail/new] Most pre-sales pros are incredible at the demo. But the demo isn't why deals die. This Tuesday I'm sitting down with Ron Whitson, an author, speaker, and one of the most experienced pre-sales leaders in the game. His book "A Friendly Human in Presales" breaks down the 7 timeless behaviors that separate good SEs from the ones who actually move the needle, and why most technical sellers are leaving influence on the table without realizing it. We're going live on LinkedIn and covering: * Why the best SEs struggle to influence upward * The Forward Deployed Engineer trend and is it helpful or hurtful * How AI is reshaping the SE role (hint: you won't be replaced, but someone will) * His 4-pillar leadership framework and how to actually build influence as a pre-sales leader If you're an SE trying to grow, a leader building a team, or a founder figuring out your GTM motion, this one is for you. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter.  We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks.  They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster.  We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers.  If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ [https://elitetalentrecruiting.io/] Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/  [https://www.linkedin.com/in/arvi-carkanji/] All other resources: https://linktr.ee/elitetalentrecruiting [https://linktr.ee/elitetalentrecruiting]

Ep.20- How to Hire Fast, Onboard Right, and Scale an SE Team Without Losing the Culture with Diana Cappello

Give us Feedback on this episode [https://www.buzzsprout.com/2566842/fan_mail/new] Most SE leaders are not ready for what fast growth actually demands. You land the budget. You get the headcount approved, the team is crushing it and the company is growing. And then the real work starts. Hiring decisions that have to stick. Onboarding that actually produces reps who can perform. A culture that does not fall apart the moment 20 new people walk in the door. Diana Cappello is living this right now. She joined Yoodli as a team of 2 and is scaling to 6 in H1 alone. She is not just building SE onboarding. She is building the AE and SC programs too, while still carrying a bag and leading the team. On this episode of Pre-Sales Unplugged, we are getting into: * How to scale fast without changing everything that made your team good * What real onboarding looks like and where leaders consistently fail new hires * How to get hiring committee consensus on what good actually looks like * What is coachable vs. what is not, and how to tell the difference early * How to stay an effective leader when you are also still an individual contributor This one is for SE leaders, GTM managers, and ICs who want to understand what it takes to build and scale a high-performing pre-sales team the right way. Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter.  We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks.  They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster.  We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers.  If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos. Check out our website: https://elitetalentrecruiting.io/ [https://elitetalentrecruiting.io/] Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/  [https://www.linkedin.com/in/arvi-carkanji/] All other resources: https://linktr.ee/elitetalentrecruiting [https://linktr.ee/elitetalentrecruiting]