Demo Jockeys

Hosted by Jack Cochran, Adam DiTomasso

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Apr 2024

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About the show

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.

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27 recent

April 18, 202428 min

Find your flow with guest Lidia Vasileva | Stolen Focus

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

April 13, 202424 min

Can we get our focus back? | Stolen Focus

It's hard to stay focused. We're hoping this month's book can provide some great tips and tricks to getting our focus back! Turns out things are not all as they seem. Join Jack Cochran and Adam DiTomasso as they get clickbaited this month.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

April 4, 202422 min

Teaming Zooming - all around Annoyance - and the birth of Desk-Neck

Let's talk about all of the crazy annoying and sometimes distracting things that happen on all our calls and online meetings. This hilarious episode covers the camera, the mute button and of course dogs and traffic… Come and join the Demo Jockeys!This month's book is Stolen Focus by Johann Hari. Pick up a copy.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: The Wu Town Shuffle by Mr. Lincoln

March 28, 202424 min

Guest: Mattie Stremic | Bologna vs Peanut Butter. The debate continues | Stories that Stick

Sometimes you have to hide your facts within your stories. Like the medicine in the peanut butter or bologna for your dog. I mean, is there even a better way? There are BAD ways to tell stories! Adam, Jack, and special guest Mattie Stremic discuss Stories that Stick. Pick up a copy of Stories that Stick by Kindra Hall.Also mentioned Never Split the Difference by Chris Voss.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Join our Slack community today to join the conversation and join us backstage during recordings!Next month's book is Stolen Focus: Why You Can't Pay Attention--and How to Think Deeply Again by Johann Hari.Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln

March 21, 202431 min

Guest: Mattie Stremic | The devil ... and the good story ... is in the details | Stories that Stick

Business storytelling needs an overhaul! Join Adam, Jack, and our guest Mattie Stremic as they talk about bad starts to demos, Vanna White, how everyone has a story to tell, getting feedback from others, and adding in specific details to keep your stories real.Pick up a copy of Stories that Stick by Kindra Hall.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Join our Slack community today to join the conversation and join us backstage during recordings!Next month's book is Stolen Focus: Why You Can't Pay Attention--and How to Think Deeply Again by Johann Hari.Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln

March 14, 202429 min

How to NOT SUCK at Storytelling | Stories that Stick

This month Adam DiTomasso and Jack Cochran are discussing storytelling after reading Stories that Stick by Kindra Hall. Join us for conversations about motorcycles, sports, middle school failures, and why your stories probably suck (and how to fix that)!Pick up a copy of Stories that Stick by Kindra Hall.Be sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more.Join our Slack community today to join the conversation and join us backstage during recordings!Next month's book is Stolen Focus: Why You Can't Pay Attention--and How to Think Deeply Again by Johann Hari.Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln

February 29, 202433 min

Guest: Peter Cohan | Discovery Closes Deals | Doing Discovery

Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This month's book is Doing Discovery by Peter Cohan, who joins us for this episode!Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer. Mentioned during the episode: Blog post on how to read Great Demo! and Doing Discovery togetherWe have a community: Demo Jockey Slack Community! We will soon be opening up the backstage for you to listen and engage LIVE with us during our recording sessions. Check the Slack for more details.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 Stories that Stick by Kindra Hall.Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln

February 22, 202430 min

Guest: Peter Cohan | Discovery Builds Trust | Doing Discovery

Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This month's book is Doing Discovery by Peter Cohan, who joins us for this episode!Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer. We have a community: Demo Jockey Slack Community! We will soon be opening up the backstage for you to listen and engage LIVE with us during our recording sessions. Check the Slack for more details.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 Stories that Stick by Kindra Hall.Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln

February 15, 202433 min

The Most Important Skill for Presales | Doing Discovery

Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This month's book is Doing Discovery by Peter Cohan.We have a community: Demo Jockey Slack Community! We will soon be opening up the backstage for you to listen and engage LIVE with us during our recording sessions. Check the Slack for more details.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 Stories that Stick by Kindra Hall.Music: Iron Pan and The Wu Town Shuffle by Mr. Lincoln

January 25, 202438 min

Guest: Chris White | Nobody wants to buy a Shovel | Six Habits of Highly Effective Sales Engineers

This month's book is Six Habits of Highly Effective Sales Engineers by Chris White. Join your cohosts Jack Cochran and Adam DiTomasso as we talk about everything related to presales and our lives as demo jockeys.This week we are joined by Chris!Follow Chris White on LinkedInCheck out his weekly LinkedIn Live show: Tech Sales AdviceBecome Six Habits CertifiedBe sure to check out https://demojockeys.com/ for our full list of past and upcoming books, previous episodes, and more. Join the discussion in our Slack community (link available on our website)Next month's book is Doing Discovery by Peter Cohan.Music: The Wu Town Shuffle by Mr. Lincoln