Podcasts by Two PreSales in a Pod

Episode 72 - Live at Demofestx London from 2023-10-11T08:25:59

For the first time in Two Presales in a Pod history, all the presenters are together, live and in-front of the wonderful Demofestx London 2023 audience.

Join your hosts Mark Green, Don Ca...

Episode 71 - Goals, Hopes and Dreams from 2023-09-15T10:19:02

Goals and reviews can be crucial for the best running teams, but how many managers get them wrong and what are the best tips for getting them right?

Don, Mark and Adam discuss top tips an...

Episode 70 - Peter Cohan - Digging into discovery from 2023-09-05T09:29:45

Hey - do you even do discovery right, and is it really enough?

Peter Cohan joins Adam to 'discover' How much discovery is enough?, and is a disco demo a good thing or bad thing? <...

Episode 69 - Lidia Vasileva - Being a creative, and a woman in presales. Some hard conversations. from 2023-08-09T10:20:14

Today we tackle an important and difficult conversation. We were excited to welcome Lidia Vasileva on the show who if you don't know yet where HAVE you been!

Lidia shares her journey...

Episode 68 - Ian Merry - Pathway to leadership, mobility of talent, identification and readiness. from 2023-07-24T12:52:34

Adam and Mark welcome Ian Merry, Global Head of Presales for Ideagen. His journey is a fascinating trip through many areas that made his understanding of people and our industry particularly imp...

Episode 67 - Bo Borland brings playbooks to presales and ships outcomes instead. from 2023-06-01T09:00:59

Bo Borland joins us to discuss presales playbooks, and given his experience orchestrating so many vibrant and effective parts of our world, Mark and Adam are keen to explore just how much the ga...

Episode 66 - Champion Enablement with Peter Cohan from 2023-05-12T09:10:24

This episode Adam Freeman and Don Carmichael welcomes a very special guest, Peter Cohan.

We talk about how to identify a Champion within a Buyer, what might be motivating them, and how th...

Episode 65 - Why we're massively excited to be in Presales right now from 2023-04-28T12:16:16

There's lots of doom and gloom in tech, but we're feeling completely the opposite as there's so much to look forward to in our profession right now.

Don, Adam and Mark chat a...

Episode 64 - Pavey Purewal - Are you coachable? from 2023-02-13T12:56:03

In this episode of 2PIAP Adam is joined by Pavey Purewal. Pavey is an experienced executive coach with 20+ years tech B2B marketing experience for both large enterprise companies and high growth...

Episode 63 - Qualification matters - Back to the basics. from 2023-02-02T14:57:24

In a world where more of our buyer's spending is scrutinised more closely than ever, qualification matters.

Don, Adam and Mark go back to basics about qualification and discuss why BANT, ...

Episode 62 - Deal Crash Investigation by Daryn Mason from 2022-12-19T12:26:22

There are millions of books on sales, but very few on what happens when deals go wrong. Daryn's spent years seeing the need rise, so here's written a book to help presales and sales do a systema...

Episode 61 - Toby Baker on Customer Experience, and why we should learn the good and bad from B2C from 2022-12-12T12:15:38

In this latest episode Toby Baker joins Don Carmichael and Mark Green to take us through why consistency is important in B2C, and even more important in B2C.  Certainly making the cust...

Episode 60 - Are presales people coin operated? Should they be? Compensation models and more with Kerry Sokalsky from 2022-11-03T17:38:53

Kerry Sokalsky from Presales Mastery joins Don and Mark to discuss what he's learned from seeing thousands of presales compensation plans on how and why adopt strategies to help compensate peopl...

Episode 59 - How buyer enabled is your organisation? The 5 Buyer Enablement Levels from 2022-10-29T07:30:30

Adam and Mark discuss a new maturity model for Buyer Enablement, how you can work out your current level and how to level up!

What's more - it's another one of those fun episodes where we...

Episode 58 - with a very special guest, Matt Dixon from 2022-09-16T12:13:56

In this episode we are joined by the one and only, Matt Dixon. Matt is the Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer an...

Episode 57 - with Peter Cohen and Rob Dean - What is Lead Churn + Do SDRs block the path? from 2022-08-08T09:35:39

We're back with another of your favourite topics: How buyers are treated at the start of their journey with you (which is NOT, the start of their journey).

Peter Cohan and Rob Dean join h...

Episode 56 - with Matt Smith - Let's Explore Value Engineering from 2022-07-11T12:39:30

This week we're back to our regular podcast series with Adam and Don chatting with Matt Smith, Global Chief Architect at IFS about the world of Value Engineering.  

Matt is a huge na...

Episode 55 - Recorded live, in person! Presenting hybrid meetings, 2PIAP on the road with Garin Hess and Rob Dean. from 2022-07-01T11:55:11

This week we're on the road with our first ever in-person, live recording of Two Presales in a Pod coming from the very new and shiny Customer Experience Centre at The Access Group.

Don, ...

Episode 54 - An Update on the Job Market w/ Josh Hill (Ikuto) from 2022-06-17T13:02:46

In this episode of 2PAIP we cover all things recruitment. Josh Hill from Ikuto joins us to provide an update on how buoyant the market is, why are people moving and what is the hot skill you nee...

Episode 53 - Demofest 2022 Wrap/After Party with John Cook and Sami Focarino from 2022-05-26T14:34:51

The Demofest Wrap party - It's exclusive, and you're all invited!
After-show goodness from Mark, Don and this week's guests back by popular demand it's John Cook and Sami Focarino from Cons...

Episode 52 - Demofest 2022 Launch Party with John Cook and Sami Focarino from 2022-05-11T16:54:04

17th-19th May is the biggest and boldest presales event of the year, and all the 2PIAP hosts are back this week joined by John Cook and Sami Focarino from Consensus to take you behind the scenes of...

Episode 51 - Presales - keeping up with the change is HARD from 2022-05-02T17:49:15

"Don’t look back in anger, I heard em say" - well, we're certainly trying not to!

We've all travelled quite the learning journey this past few years when it comes to presales, so should w...

Episode 50 - Navigating Difficult Topics With Empathy w/ Yair Samban from 2022-04-05T08:57:45

We celebrate our 50th episode by tackling a really tricky topic for many PreSales professionals. How do you have an opinion on a sensitive subject and do it with empathy? We have seen global eve...

Episode 49 - Your next career step from 2022-03-21T08:04:22

Join Adam, Don and Tom as we discuss your next career step.

Are you in the right place to achieve your goals? If so, then stay! If not, there's a world of opportunity out there ready for ...

Episode 48 - What's your environmental impact? from 2022-02-23T11:09:33

Join Adam and Tom as we discuss the environmental impact of PreSales. We'll discuss topics such as;

• Sustainability vs environmental impact
• Recognition of environmental is...
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Episode 47 - Let's explore the virtual world from 2022-02-10T09:42:44

Join Don and Adam for this episode of 2PIAP as we explore the virtual world. Just what is virtual reality to the professional world and how can we take our first steps to embrace it.

We d...

Episode 46 - Wake up! There's no going back! from 2022-01-26T09:45:37

Adam, Don, Mark and Tom are joined by good friend of the show, Todd Janzen, Global Vice President Solution Engineering Q Branch, Salesforce.

Todd is a thought leader in modern PreSales pr...

Episode 45 - How do you feel? from 2022-01-18T10:01:18

Join Don, Adam and Mark as we welcome Steffen Müller to the show.

This episode hits hard and hits close to home. Monday of this week was "Blue Monday", the saddest day of the year. We kno...

Episode 44 - 2022 Predictions! from 2021-12-21T09:18:20

Join Don, Adam, Mark, Tom and friend of the show Peter Cohan as we dust off the crystal ball and make some predictions for 2022!

In this episode we'll discuss;

• What was the ...
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Episode 43 - Hypergrowth, is it for everyone? w/ Semir Jahic from 2021-12-13T10:35:39

Join us in episode 43 with Semir Jahic of Clari! In this episode we are joined by Semir to discuss what it's like to work in PreSales at a hypergrowth organisation. 57% of our listeners said the...

Episode 42 - Hybrid meetings, where should we meet? w/ Peter Cohan from 2021-11-30T15:07:55

Hybrid meetings are becoming more normalised as the world unlocks at various paces across different geographies.

Join us in episode 42 as we discuss this and other topics with Peter Cohan...

Episode 41 - The Social Sales Engineer w/ Patrick Pissang from 2021-11-22T08:00

Join us for episode 41 as we talk to good friend of the show, Patrick Pissang! Patrick has literally written the book on how to be a social media superhero with his new book, "The Social Sales Engi...

Episode 40 - We The Sales Engineers x 2PIAP w/Ramzi Marjaba from 2021-11-15T09:00

Join us for this episode as we get to know the man, the myth, the legend that is Ramzi Marjaba!

Ramzi is the founder and host of the PreSales/SE specific podcast, We The Sales Engineers.<...

Episode 39 - Carpe Diem? Productivity w/ Joe Page from 2021-10-14T15:31:36

Thrive Guys x 2PIAP Podcast Mash Up!

In a recent poll, 88% of our listeners thought they were more productive than in pre-pandemic 2019. So, is the answer to that based on having better o...

Episode 38 - Special Guest John Care: Leading the Leaders! + his book review! from 2021-09-16T19:13:21

John Care discusses how demand from his clients meant a one-to-many approach was needed to get his and Chris Daly's revolutionary message out to the presales world.

The Sales Engineer Man...

Episode 36 - Your Slides are S**t! from 2021-08-20T08:19:41

Who better to tell us about great slides and crazy powerpoint skills than "The Prezenter", Russell Anderson-Williams!

In this episode, Russ opens our minds to the latest and greatest Powe...

Episode 35 - The DQL = No more wasted demos from 2021-07-26T09:00

Garin Hess, CEO of Consensus joins Mark, Tom and Don to discuss DQLs (Demo Qualified Leads) and how understanding them is revolutionising presales impact to buyers, and to sales cycles.

L...

Episode 34 - Qualify your next career move from 2021-07-19T08:02:03

This week we are joined by returning guest and master of presales recruiting, John Hodgson!

John joins Adam and Don to talk specialist presales recruitment. Last time we chatted, the job ...

Episode 33 - Digital PreSales is not after your job! from 2021-07-14T11:40:34

In this episode we unpack the concepts of digital PreSales, why it should be on your radar, what it is (and isn't) and why it's something to embrace rather than be afraid of it's impact on your ...

Episode 32 - The Goal is Director from 2021-07-05T11:06:29

In this episode we are joined by Melanie Benham, Solution Engineering Director Cloud Systems at Oracle (https://www.linkedin.com/in/melaniebenham/).

Melanie shares a deeply personal, movi...

Episode 31 - Bid to Win! from 2021-06-30T08:50:05

This week we welcome Melissa Peel to the show (https://www.linkedin.com/in/melissapeelavnio/)

Melissa joins us to share her vast experience of the bid process and why it matters to prospe...

Episode 30 - Everyone is Hiring! from 2021-06-18T09:50:22

Everywhere you look, companies are hiring PreSales professionals right now! It's an in demand role so just where do we look for talent to fill roles? How do you stand out as a candidate to get t...

Episode 29 - Vision Generation Demos ft. Peter Cohan from 2021-06-02T16:10:40

This week we are joined by the oracle of PreSales, Peter Cohan!

Peter joins Adam, Don and Mark to talk vision generation demos. This is a topic that is hot in PreSales right now. It's als...

Episode 28 - The death of PreSales.....as a job title from 2021-05-28T14:33:40

Join Tom, Don, Mark and Adam to discuss job titles! It's one of the more controversial topics in our profession and it's a discussion that has been around for many years.

In this episode ...

Episode 27 - The Power of Mind Mapping from 2021-05-21T10:28:10

Mark, Adam and Tom are joined by Mark McKinley, Solution Consulting Director at Infor.

In this week's show, Mark takes us through mind mapping and explaining why it is such a powerful too...

Episode 26 - Who cares about personal branding from 2021-05-13T19:30:10

Don returns to the airwaves alongside Tom and Mark to welcome Denise Quinlan, USP hunter and all-round communications consultant to discuss why it's important to understand the context of how we...

Episode 25 - Giving back to the Presales Community from 2021-05-06T16:08:30

Join Thomas Edwards and Mark Green to discuss how we can give back to the presales community. In this week's episode we are joined by Paul Solans. Paul tells us about his volunteer work with ReW...

Episode 24 - Global Presales Enablement from 2021-04-28T14:40:17

We welcome special guest Ed Baxter who leads global presales enablement and also manages a team of solution consultants across India, SE Asia and ANZ. Come hear some awesome actionable insights ...

Episode 23 - Rethink Your Presentation (plus some handy hints!) from 2021-04-20T11:22:29

When was the last time you really thought about how you present content?

Who doesn't love presenting! it's a fundamental part of PreSales, and it's something you love or grow to love. In ...

Episode 22 - Internal Networking from 2021-04-13T14:34:10

Networking is a HUGE part of PreSales. When we think about networking, we immediately think of LinkedIn and similar platforms to connect with external stakeholders. When was the last time you fo...

Episode 21 - Let's Talk ROI from 2021-04-07T10:49:05

ROI vs ROE - just what is return on investment vs return on effort? Why does it matter to an organisation and what can you do to better understand this important topic to better help your prospe...

Episode 20 - Finding Your Authentic Voice from 2021-03-30T20:17:21

Join Adam Freeman, Don Carmichael and Mark Green to discuss how you find your authentic voice. This episode covers key topics such as the art of story telling, and thought leadership. These two ...

Episode 19 - Presentation Skills Matter with Scott Stiefvater from 2021-03-22T10:01:02

Scott Stiefvater is a master in presentation skills. Through his training company, The (anti) Presentation Coach, he is helping good speakers become great by shifting their speaking paradigm. Hi...

Episode 18 - Tools of the Trade - Software from 2021-03-15T15:25:32

THIS EPISODE CONTAINS AN IMPORTANT UPDATE ON FUTURE OF THE PODCAST.

Software, we love software! Especially when it makes our lives better! In this episode we explore the softw...

Episode 17 - Tools of the Trade from 2021-03-09T15:18:14

Let's face it, all PreSales professionals love a gadget! In this episode we discuss the physical gadgets, from mic's to mouse, from camera to standing desks..... what are the ultimate PreSales t...

Episode 16 - Selling is Hard, Buying is Harder, with Garin Hess from 2021-02-26T11:07:14

In this episode we unpack the concept of "Buyer Enablement" with the brilliant Garin Hess.

Garin is the founder of Consensus (www.goconsensus.com) Consensus helps Scale PreSales with...

Episode 15 - Back to the Future with Bob Reifstahl from 2021-02-15T17:36:55

With Don playing the role of Marty McFly, and Bob Reifstahl the role of Doc, we go back to the future in this episode!

As the founder of 2Win! Global and published author, Bob Reifstahl h...

Episode 14 - A Recruiters View of The Future of PreSales from 2021-02-08T12:58:05

In this episode we are joined by John Hodgson of Bright Dynamics. John is an industry leader in PreSales recruitment, and is responsible for hiring and identifying talent across the industry in ...

Episode 13 - Exploring future roles: The Evangelist from 2021-02-01T12:10:06

Continuing our mini series on "Future Thinking", to day we explore the role of the evangelist with good friend of the show, Mark Green.

For many of our audience, understanding future care...

Episode 12 - Embracing Automation from 2021-01-25T21:35:38

It's time to get comfortable with uncomfortable. This episodes confronts the evolving PreSales model and explores if the way we currently work is still relevant.

As a function, PreSales i...

Episode 11 - Future Thinking from 2021-01-19T17:09:27

In this episode we kick off another mini series all around future thinking. Sometimes to move forward, we have to embrace where we are right now. This mini series will allow us to evaluate our curr...

Episode 10 - The Christmas Special - PreSales Bloopers from 2020-12-21T13:10:02

We are 10 episodes old!! Hoorah! we made it to double figures.

In this episode we're joined by industry leaders from across the PreSales world to discuss funny and lighthearted stories fr...

Episode 9 - Social Media Matters from 2020-12-13T16:26:36

In this special episode we were joined on the show by our good friend Thomas Edwards, of the Modern SC Blog (https://themodernsc.com/).

We talk about the importance for social media prese...

Episode 8 - A Value Engineers View of Discovery from 2020-12-08T19:00

In this episode, we break down and discuss the traditional view of a PreSales professional in terms of discovery and consider how a value engineer would approach discovery. By understanding busi...

Episode 7 - Agile Discovery from 2020-11-16T21:15:56

Contiunuing our discovery mini series, the Two Pre Sales in a Pod team dive head first into the topic of agile discovery.

Agile discovery is a critical technique to master for the modern ...

Episode 6 - Stakeholder Mapping from 2020-10-26T20:38:13

Continuing our mini series on all things "Discovery"! Are you talking to the right people at the organisation? Are you using the right tools to map stakeholders? Have stakeholders or their influenc...

Episode 5 - Discovery in a locked down world! from 2020-10-04T19:13:36

The COVID pandemic has forced a new best practice on PreSales professionals in an expedited time frame. Traditionally, discovery would be huddled around a whiteboard or flip chart while room buz...

Episode 4 - Sales vs PreSales Discovery from 2020-09-18T08:08:24

Part one of our mini series on PreSales discovery!

Why do you need to do a PreSales discovery session if sales are running a discovery process? How does Discovery differ from large or com...

Episode 3 - Discovering Discovery from 2020-09-13T12:47:59

Join Don and Adam as we talk all things discovery. We're starting a mini series on this topic covering pre-sales vs sales discovery, discovery in a locked down world, discovery techniques, stakehol...

Episode 2 - Business acumen matters from 2020-09-04T16:46:50

In this episode we discuss commercial acumen, or is that business acumen? either way, and whatever term you prefer, the modern IT professional needs to understand the customer, their needs, and ...

Episode 1 - Welcome to 2 PreSales in a Pod - what's our purpose? from 2020-09-01T06:00

Welcome to our very first episode of 2 PreSales in a Pod. In this episode we talk about why we've decided the to create this podcast and what our purpose is. We also get some great personal insight...