In this episode, Jack Cochran sits down with Paul Vogt, VP of Pre-Sales and Professional Services at GPG, to explore how building repeatable methodologies can transform solutions organizations at scale. The conversation dives deep into two powerful frameworks: the Technical Win Definition (5 binary yes/no questions that eliminate ambiguity and improve forecast accuracy) and the PGA Framework (Purpose, Goal, Agenda for planning every customer meeting).

Thank you to Saleo for sponsoring this episode: https://saleo.io

• Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/

• Connect with Paul Vogt: https://www.linkedin.com/in/paulvogt00/

• Join Presales Collective Slack: https://presalescollective.com/slack

• Sol/Con 2026 (Chicago, August 2026): https://presalescollective.com/solcon-2026

• Presales Collective Podcast: https://presalescollective.com/podcast

• Paul's Blog: https://www.art-of-sales-engineering.com/

1. Paul's Career Journey: From Defense Contractor to Scaling Pre-Sales Teams at Twilio

2. The Alaska Cellular Network Project: Building the First Network in Remote Communities

3. Customer Lifecycle Gaps: Why 70% of Churn Happens During Onboarding

4. Technical Win Definition: Creating 5 Binary Questions to Eliminate Ambiguity

5. How Technical Win Criteria Improve Forecast Accuracy Better Than Sales Tracking

6. The PGA Framework: Purpose, Goal, Agenda for Every Customer Meeting

7. Warning Signs Your Organization Needs Repeatable Methodologies

8. Using Metrics to Identify Where Deals Slow Down (POC-to-Win Rates as Diagnostic)

9. The Lost Art of Prep Calls and Meeting Alignment

10. Practice and Preparation: Why Pre-Sales Professionals Should Train Like Athletes

11. Small Impactful Changes: The Ted Lasso Approach to Leadership