Best James Kaikis Podcasts (2025)

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Everything’s Back on the Table: Why AI is Revolutionizing GTM with Craig Rosenberg 41:49

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5h ago41:49

41:49

Craig Rosenberg from Scale Venture Partners reveals why AI is forcing a complete reinvention of go-to-market strategies. Learn how founders are rebuilding sales processes from scratch and why traditional GTM playbooks are now obsolete. Discover the revolutionary changes happening in buyer behavior, sales roles, and revenue efficiency. Jump into the…

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Back to Basics: Why GTM Fundamentals Beat the Latest Trends with Bart Fanelli 41:06

6d ago41:06

41:06

Bart Fanelli shares how operational discipline and Go-To-Market fundamentals drove hyperscale at Splunk and OutSystems. Learn why going back to basics beats chasing the latest trends in this engaging conversation about sustainable go-to-market strategies. Jump into the conversation: (00:00) Welcome to the Episode (02:19) Hyperscale journey: Growth …

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Presales and Sales Working Together SEAMlessly with Art Fromm 36:05

5d ago36:05

36:05

In this episode, Jack Cochran and Matthew James are joined by Art Fromm, author of "Making Seamless Sales" and sales enablement expert, to discuss how presales and sales teams can work together more effectively. Art shares insights from his 25+ years in sales enablement, exploring the common disconnects between SEs and AEs, and provides practical s…

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26. Caitlin Shea on the Gift of Getting Fired 1:00:53

7d ago1:00:53

1:00:53

What happens when your career trajectory gets derailed by an unexpected firing? For Caitlin Shea, Vice President of Development for Discovery Children's Museum, that moment of professional crisis became the foundation for authentic leadership and personal transformation. This candid conversation goes beyond typical career advice to explore the rare…

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GTM Engineering, RevOps, and the AI-Savvy Chief Revenue Officer with Jordan Crawford 39:44

15d ago39:44

39:44

Jordan Crawford explains go-to-market engineering and why it’s different from RevOps. Learn how to build data moats, create permissionless value propositions, and prepare for the future of CRO roles in the AI era. Jump into the conversation: (00:00) Welcome to the Episode (06:16) What is go-to-market engineering? (10:29) GTM engineering vs. RevOps …

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Breaking Barriers: How WISE is Transforming Women's Careers in Presales with Wendy McHenry 32:28

15d ago32:28

32:28

In this episode, Jack Cochran and Matthew James are joined by Wendy McHenry, Chair of WISE (Women in Solutions Excellence) at Presales Collective and Former Head of Global Solutions Engineering at CDATA, to discuss the critical need for supporting women in presales careers. They explore the challenges women face in a field where only 18% of solutio…

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Tailoring AI for Growth: What Startups and Enterprises Should Do Differently with Akash Ganapathy 38:40

28d ago38:40

38:40

In this episode, Jack Cochran and Matthew James are joined by Akash Ganapathi, CEO of Opine, to discuss how AI strategies differ between startups and enterprises in the presales space. They explore the myth of AI replacing SEs, the importance of specialization vs. generalization, and how AI can help presales teams manage more revenue per team membe…

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Scaling Presales Teams without Burning Out Your Best People with Ben Hills 39:21

2M ago39:21

39:21

In this episode, Jack Cochran and Matthew James are joined by Ben Hills, Founder and CEO of Iris, to discuss how to scale presales teams effectively while avoiding burnout. They explore the difference between healthy high performance and unsustainable overwork, the role of AI in streamlining repetitive tasks like RFPs, and practical strategies for …

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The Death of the Traditional GTM Playbook with Brett Queener 36:30

2M ago36:30

36:30

Brett Queener, architect of the original Salesforce GTM playbook, explains why traditional go-to-market strategies are dead and how AI agents are creating the biggest opportunity for solutions professionals in decades. As Managing Director at Bonfire Ventures, Brett shares insights from both building the first SaaS playbook and now investing in the…

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How to Speak So Senior Leaders Listen with Ben Pearce 37:07

2M ago37:07

37:07

In this episode, Jack Cochran and Matthew James are joined by Ben Pearce, founder of Elevated You, to discuss how technical professionals can effectively communicate with senior executives. They explore the critical differences between speaking to technical stakeholders versus C-suite leaders, covering everything from preparation strategies to deli…

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How Demo Automation and AI Are Transforming Presales with Nalin Senthamil 29:13

4M ago29:13

29:13

In this episode, Matthew James and Timmy Hendrickson are joined by Nalin Senthamil, Founder and CEO of Storylane, to discuss the future of pre-sales and AI driving influence beyond pipeline. They explore how demo automation is transforming the self-serve buyer experience, the changing role of solutions engineers, and how AI can create 10X impact in…

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Insights from an SE-Leader-Turned-Recruiter: Why Classic Job Hunting is Dead 35:21

4M ago35:21

35:21

In this second part of our conversation with Raphael Joseph, former SE turned recruiter and founder of Brando Tech, Jack Cochran and Matthew James dive deep into why traditional job hunting methods no longer work in today's market. Raphael shares strategic insights on how SEs should approach job searching in 2025, treating themselves as products an…

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Insights from an SE-Leader-Turned-Recruiter: Personal Branding for SEs with Raphael Joseph 35:15

4M ago35:15

35:15

In this episode, Jack Cochran and Matthew James are joined by Raphael Joseph to discuss the critical importance of building a strong LinkedIn profile for PreSales professionals. They explore how the platform has evolved as a powerful career tool, especially in today's competitive job market. Raphael shares practical tips on crafting a professional …

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Forecast This: Why Presales Belongs in the Room 34:38

5M ago34:38

34:38

In this episode, Jack Cochran and Matthew James are joined by Karthik Krishna, Manager of Solutions Engineering at Freshworks and Presales Collective's Regional Community Leader for Chennai. They explore how Solutions Engineers can gain strategic influence in deal cycles beyond just giving demos and answering technical questions. Episode Highlights…

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Buy, Sell, Beware: Examining the Ethics of AI with Dianna Cappello 40:46

5M ago40:46

40:46

Today’s episode was recorded during Presales Collective’s AI-Powered Presales Summit on March 26th, 2025. In this episode, Jack Cochran (General Manager, Presales Collective) and co-host Matthew James discuss the ethics and trust issues surrounding AI in sales environments with guest Diana Capello, Director of Solutions Consulting for US and Demo E…

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Presales People in Disguise with Alex Nation 31:53

6M ago31:53

31:53

In this episode, Jack Cochran (General Manager, Presales Collective) and guest co-host Allison Macalik dive into the topic of "Presales People in Disguise" with Alex Nation. They explore the journey into presales roles, the importance of effective discovery techniques, the power of silence in customer interactions, and the unique relationship betwe…

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Winning Complex Deals: How AI Empowers Sales Teams with Manisha Raisinghani 37:11

6M ago37:11

37:11

In this episode, Jack Cochran and Matthew James are joined by Manisha Raisinghani, Founder and CEO of SiftHub, to discuss how AI is transforming the Presales landscape. They explore how SiftHub's AI sales engineer helps solutions teams consolidate tribal knowledge, automate repetitive tasks, and increase productivity. Manisha shares insights on lev…

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From Novice to Expert: Presales Career Paths with Kalyan Ramkumar 33:05

7M ago33:05

33:05

In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in …

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Exploring Value in Modern Tech Sales with David Yockelson 35:15

7M ago35:15

35:15

In today's episode, Jack Cochran and Matthew James sit down with David Yockelson, Distinguished VP and Gartner Fellow, to discuss the evolution of value realization in tech sales. They explore how buyer behaviors have changed, the importance of understanding customer needs before leading with technology, and practical approaches for pre-sales profe…

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Beyond Automation: Amplifying SE Teams using AI Agents with Dean Shu 36:17

8M ago36:17

36:17

Show Notes In today's episode, Dean Shu (CEO & Co-founder, Arphie) joins Jack Cochran and Matthew James to discuss AI agents in PreSales and the evolution of the industry. They explore the changing landscape of PreSales leadership, practical applications of AI, and strategies for evaluating AI solutions. Thank you to Arphie for sponsoring this epis…

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Human Qualities of Presales Leadership with Ron Whitson 34:35

8M ago34:35

34:35

In this episode, Jack Cochran (General Manager, PreSales Collective) and Matthew James discuss the human qualities of presales leadership with special guest Ron Whitson. Ron shares insights from his 30-year career in the industry, discusses his book "A Friendly Human in Presales," and explores how leaders can effectively transition from being top i…

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The State of Presales in 2025 with Matthew James 35:20

9M ago35:20

35:20

In today’s episode, Jack Cochran (General Manager, PreSales Collective) and new co-host Matthew James discuss the evolution of PreSales Collective and key industry trends for 2025. They announce the expansion of local PSC chapters, tease upcoming leadership conferences, and explore controversial topics like AI in pre-sales and team structure debate…

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Sneak Peek at 2025 3:47

10M ago3:47

3:47

As 2025 approaches, the PreSales Podcast has some exciting changes coming! First and foremost, Matthew James is joining Jack Cochran as co-host of the podcast. Also, starting in January, the show will be recorded live on LinkedIn via the new show PreSales LIVE! Join Matthew and Jack as they talk to guests and answer a live Q&A at the end of each ep…

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A Fireside Chat with the New GM of PSC 41:17

11M ago41:17

41:17

Today on the PreSales Podcast we have an exciting announcement, we have the pleasure and opportunity to announce the next General Manager at PreSales Collective, Jack Cochran. We talk about this exciting new chapter for PreSales Collective, how we are expanding with a new PreSales Collective board of directors, the excitement of hitting the milesto…

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The Demo Challenge: Capturing Buyer Attention Before the Demo w/Todd Janzen 40:23

11M ago40:23

40:23

Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen. Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus In our conversation, we dive into the presales craft, influence in GTM, and more. On…

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Product Power Plays: Scale, Sales, and PreSales w/Sarah Idriss 44:29

11M ago44:29

44:29

Sarah Idriss is a PreSales + Product dream state, blending customer feedback with product roadmap in innovative ways, and It's my pleasure to have her on the PreSales Podcast. Episode Takeaways: Relationship of Product + PreSales (and beyond). The vital role PreSales plays in shaping product development and ensuring alignment with customer needs. W…

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PreSales Mastery: Elevating Influence Across the Customer Lifecycle w/Julia Lustig 43:44

12M ago43:44

43:44

Hello and welcome to the PreSales podcast, is your host and PreSales Collective general manager Chris Mabry. Today I’m speaking with Julia Lustig, SE Leader at Seismic and Co-Host of the Revenue Circus Podcast. We explore how to create content on Linkedin, the future of solution consulting examining how this role is evolving in response to new chal…

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25. Carlos Marin on Turning Setbacks into Stepping Stones for Success 51:40

12M ago51:40

51:40

What if every failure you encountered was actually a stepping stone towards success? In this episode of "Learning the Hard Way, the Easy Way," Carlos Marin, international leadership consultant and executive coach, joins Alex to share his philosophy on the relationship between failure and success. Carlos talks about learning from his own failures an…

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Beyond the Pitch: Do Technical SCs Have the Upper Hand? w/Dan Hellerman 54:13

1y ago54:13

54:13

Episode Title: The Power of Technical Mastery in PreSales with Dan Hellerman Host: Chris Mabry, General Manager of PreSales Collective Guest: Dan Hellerman, Technology Enthusiast and Co-Founder of Saleo Episode Summary: In this episode, Chris Mabry sits down with Dan Hellerman to discuss the essential role of technical mastery for PreSales professi…

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24. CB Bowman-Ottomanelli on Confronting Corporate Racism with Courage 1:03:31

1y ago1:03:31

1:03:31

Ever encountered a situation where you felt out of place because of systemic biases? Join Alex for a profound conversation with CB Bowman-Ottomanelli, a master executive coach, who shares her eye-opening experiences with corporate racism. Raised in a diverse and inclusive environment, CB was blindsided by the harsh reality of racial discrimination …

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Mastering Human Skills and Growing into Leadership w/Ron Whitson 42:54

1y ago42:54

42:54

This episode delves into Ron Whitson's career journey as a presales professional, highlighting essential lessons learned along the way. While his technical skills initially secured my role, it was mastering human skills that truly accelerated his success. Episode Takeaways Imposter syndrome never really goes away To excel as a presales professional…

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Extra Credit: PreSales Enablement w/Liz Anderson 41:01

1y ago41:01

41:01

Liz Anderson directs the PreSales Collective Enablement programming, from PreSales Academy through leadership training, channeling her PreSales experience through to world-class programming and facilitation. Liz has well over a decade of experience and PreSales from organizations, large and small, from Slack to startups. Episode Takeaways Presales …

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Product & GTM Gold - Building Incredible Product Feedback Solutions w/Daniel Kish 43:51

1y ago43:51

43:51

Join Chris Mabry and Daniel Kish as they explore Daniel's unique career journey from chemical engineering to product marketing, with experience across military consulting, Salesforce, Gong, and Conveyor. He shares insights on the value of understanding technical details and balancing cost, performance, and time—lessons learned from his Special Forc…

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AI, Automation, and the Future of Sales Engineering w/Patty Hager 39:02

1y ago39:02

39:02

Today, I’m speaking with Patty Hager, Vice President of SMB Solution Engineering at Salesforce, Patty and I discuss AI in Go To Market and presales, we dive into her insight on forecasting the future job of an SE, and much more. Patty is passionate about inclusion in PreSales with her work as a council member of Women in Solutions Excellence PSC an…

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23. Ernesto Mandowsky on Finding your Passion 1:00:06

1y ago1:00:06

1:00:06

Is there a secret to discovering our passion? Listen to Alex's conversation with Ernesto Mandowsky, the brain behind the Million Dollar Machine, who shares his incredible journey from the world of hospitality technology to entrepreneurship. Discover how Ernesto’s book, “NewBee,” helped him discover his true passion and better appreciate the experie…

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Working Relationships from Strained to Strong w/Matthew James 54:05

1y ago54:05

54:05

Today I speak with Matthew Young James, Senior Solutions Engineer at Codat, a 2024 PSC Ambassador, and the NYC PreSales guy. Cross-departmental relationships are not a choice in our profession, they are a part of everyday life - and I’d argue that they are one of the main reasons we exist We dive into his experience facing challenging relationships…

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Founder Stories: Demo Programs Meet Buyers Where They Are w/Evan Powell 46:22

1y ago46:22

46:22

Today, I’m speaking with Evan Powell, Co-Founder of Reprise. We discuss market trends, where PreSales and Solutions folks can take advantage of the need in GTM today, and he shares his insights from designing enterprise solutions with what he refers to as a Demo Program. I love talking with Evan because he gets it. From D&D to his journey in Sales,…

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Hiring: How to Build an Inclusive Bench w/Diana Cappello 43:57

1y ago43:57

43:57

Today, I’m speaking with Diana Cappello, Director of Solutions Consulting at Eightfold and Founder of Templates for SCs. Diana is a true leader in Solutions, driving professional growth and the conversation in our community around diversity, leadership, and more. Diana has presented at multiple industry conferences and founded her new venture - tem…

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22. Rick Torrison on Overcoming Limiting Beliefs 1:10:25

1+ y ago1:10:25

1:10:25

Join us on this episode of Learning the Hard Way the Easy Way, for a conversation with leadership coach and best-selling author, Rick Torrison. Rick's journey to break free from his limiting beliefs and embrace his authentic self will inspire you to question the "normal" in your own life. Rick and Alex dig into the cultural and generational influen…

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Techie Turbo: Accelerating Personal Achievement through Comms Skills w/David Duffett 53:36

1+ y ago53:36

53:36

Welcome to the PreSales Podcast. It’s your host and PSC GM, Chris Mabry. Today, I have the privilege of speaking with David Duffett, a Telecom presales engineer who has transitioned into an award-winning speaker and coach. David is the mastermind behind “Let the Geek Speak” and has delivered numerous impactful keynotes to technical sales organizati…

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Founder Stories: Buyer Enablement with Demo Automation w/Akash Bansal 32:23

1+ y ago32:23

32:23

Welcome to the Presales Podcast. I'm Chris Mabry, your host and PreSales Collective general manager. Today, I spoke with Akash Bensall, founder and COO of Storylane. The title for today's episode is Founder Stories Buyer Enablement with Demo Automation We dive into Akash's journey from his move to America, his experience as a solution engineer, and…

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21. Markus Kaulius on the Myth of Solo Success 1:00:46

1+ y ago1:00:46

1:00:46

Do you ever feel like you have to do it all on your own? Entrepreneur, author, and philanthropist Markus Kaulius joins Alex in an inspiring discussion to shatter the myth of solo success and share how he learned to lean on others in this episode of Learning the Hard Way the Easy Way. Even if we know the 'lone wolf' mentality doesn't work, we don't …

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Coaching for PreSales Leaders w/Ross Rotherham 29:47

1+ y ago29:47

29:47

Welcome to the PreSales Podcast! Your host and PSC GM, Chris Mabry, speaks with Ross Rotherham, Leadership Coach, PreSales Leader, holistic medicine practitioner, and much more. The title for today's episode is Coaching for PreSales Leaders. We will dive into Ross’s journey from holistic medicine to coaching, defining and differentiating mentoring …

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20. James Kaikis on Letting Go of Control 58:00

1+ y ago58:00

58:00

When the reins of control slip from our grasp, it's a startling revelation that can make or break a leader. James Kaikis, a tech entrepreneur, founder, and Chief Solutions Officer sits down with Alex to share his personal evolution from a micromanager to an empowering leader in the latest episode of Learning the Hard Way the Easy Way. James opens u…

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145. PreSales for Veterans w/Kai Tillman 31:17

1+ y ago31:17

31:17

In this episode of the PreSales Podcast, Chris Mabry speaks with Kai Tillman - Army Veteran, 5x published author, educator, and Senior Solutions Engineer at Atlassian. One of the biggest takeaways is this: Veterans have a unique blend of skills and experiences that equip them to tackle complex challenges easily. They have GRIT and stay steady while…

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19. Dr. David Schreiner on the Power of Gratitude in Leadership 59:33

1+ y ago59:33

59:33

Join Alex Culley in an impactful episode of "Learning the Hard Way the Easy Way," as he sits down with Dr. David L. Schreiner, President and CEO of Katherine Shaw Bethea Hospital in Dixon, Illinois, and author of the bestselling book, “Be the Best Part of their Day – Supercharged Communication with Values-Driven Leadership.” Dr. Schreiner shares a …

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144. Enhancing Live Presentations w/Justin McDonald 23:39

1+ y ago23:39

23:39

In this episode of the PreSales Podcast, Chris Mabry and Justin McDonald discuss Justin’s journey from individual contributor to Founder and CEO. We discuss struggles, lessons learned along the way, and tools he developed as an SE that he still uses today as a CEO. Explore the rising significance of live demos in SaaS sales world Discuss how a demo…

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143 Letter to the Community w/Chris Mabry 7:57

1+ y ago7:57

7:57

In this Letter to the Community, I introduce myself to the PreSales community as the new General Manager, giving insight into my backstory as a Solution Consultant and the journey to leading and managing teams. I unpack what I love most about my career and the PreSales Collective: People. The human story of growth, friendship, and potential is what…

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18. Dr. Ellen Leggett on Not Letting Fear Interfere with Growth. 1:00:07

1+ y ago1:00:07

1:00:07

In this episode of "Learning the Hard Way the Easy Way," host Alex engages in a compelling conversation with Dr. Ellen Leggett, an applied psychologist and pioneering trial consultant with over 35 years of experience in the field. Dr. Leggett shares a profound lesson she learned the hard way: not allowing fear to hinder personal and professional gr…

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17. Jim Kouzes on Storytelling and Teachable Moments 1:04:49

1+ y ago1:04:49

1:04:49

Join host Alex in an enlightening conversation with Jim Kouzes, a world-renowned author, decorated educator, and influential thought leader in the field of leadership. With a career spanning over 50 years, Jim has amassed a wealth of knowledge and experience, which he shares in this episode of "Learning the Hard Way the Easy Way." Jim shares two ke…