Buyers aren’t showing up to your first call “curious” anymore, they’re showing up pre-researched, pre-ranked, and powered by AI.

In this episode, we’re joined by John Brunswick (former Distinguished SE at Salesforce, founder of StoryPath.ai, and author of Burn the Deck) to break down what AI is changing in the buyer/seller dynamic.

We dig into:

• Why AI gives buyers “superpowers” (and what that means for your first meeting)
• Why traditional product demos can feel like the worst first date ever
• How story becomes the envelope for your value, and helps you regain control
• Practical ways to add framing, “from/to” summaries, and pallet-cleansing medium shifts to keep buyers engaged

If you want your next discovery + demo to actually earn the second meeting, this one’s a must.

In this episode, James Kaikis (Co-Founder, PreSales Collective; Founder, GTM Shift) joins Adam + Todd to unpack the rise of Forward Deployed Engineers (FDEs) and what it signals for the future of presales: a world where proof beats polish, and the teams that win are the ones who can show it working—fast.

We get into:

• What an FDE actually is (and why it’s not as “new” as it sounds)

• The real driver behind the trend: the burden of proof and collapsing trust

• Why the “harbor cruise” demo needs an upgrade

• How AI is accelerating skepticism (and why “see it to believe it” is the new default)

• A practical approach for leaders: start with jobs-to-be-done + small experiments, not a massive org redesign

The presales job market is evolving—leadership roles are competitive, and entry-level SE opportunities are tighter than ever. But there’s good news: hiring is picking up again. So… how do you stand out and land your next role?

We’re joined by Yuji Higashi, Co-Founder of PreSales Collective and Better Career, to break down:

• The current state of the presales hiring landscape
• Why first-time SE roles are harder to land—and what to do about it
• How to differentiate yourself and make the move you’ve been waiting for

Whether you're actively job hunting or just keeping your eye on the market, this episode is packed with real talk, success stories, and tactical advice.