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.

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

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.

We dive into how AI can streamline workflows, accelerate onboarding, and even reshape how we think about demos. Zach also shares practical ways to integrate AI into your daily life—both at work and beyond.

Listen in to hear her five key questions to ask before launching any project, what KPIs presales and enablement can share, and what the career pathway between these roles can look like.

Adam is back and joined by Todd Janzen. We’ll be joined by some world class thought leaders and visionaries in GTM space. Come join us as we catch up on what we've been up to, share some hilarious presales stories, and discuss the latest in demo automation and GTM trends.

There's a right way, a wrong way and it's likely you'll sit somewhere in between, but with John's experience and the chat from Mark Green, Adam Freeman and Mark McKinlay there's sure some interesting discussions on the topic.

https://www.linkedin.com/in/johnsimpso/

Come connect with us on LinkedIn!

Thanks Ron, for coming to share your wealth of knowledge and for offering connections at: https://www.linkedin.com/in/ronwhitsonse

So you've done all your discovery and prep - right?

Special guest Mark Winey joins Mark Green and Mark McKinlay on a masterclass of making sure you're prepped and ready.

Find all three Marks on LinkedIn!

https://www.linkedin.com/in/markwiney/

Leaders have to foster creativity and growth in others but sometimes things just have to be done the way you say. Getting the balance right is hard so we've brought in an expert.

Ben Pearce has seen it all, and now spends his time helping other people communicate in the best way - from talkative techies to silent specialists, he's seen what works and what doesn't.

(https://www.linkedin.com/in/benpthoughts)

What's more, we're very happy welcome new Co-Host Mark McKinlay (https://www.linkedin.com/in/markmckinlay) as we also thank Don Carmichael for his time as he steps back from hosting. Don't fret, he's still on LinkedIn! (https://www.linkedin.com/in/doncarmichael)

Come join us for a chat, drop us a line!

Join your hosts Mark Green, Don Carmichael, Adam Freeman and Tom Edwards as audience members share their journey into this wonderful presales profession!

There's even a giveaway, find out who gets it!

Don, Mark and Adam discuss top tips and pitfalls of working with your team to create the right outcomes, rather than just 'tick the box' of doing reviews.

Find out more about SMART goals, OKRs and our key actions for you to try at the end!

Come find us on LinkedIn, and if you'd like to guest on the podcast we'd love to have you!

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

We're all ace at doing discovery (or at least we think we are), but what if you doubt the quality of discovery by someone else?

Come join us on LinkedIn and add Peter, here: https://www.linkedin.com/in/petercohan/

Lidia shares her journey of growth into Presales from a more technical role, and how having a particularly creative mindset can be a boost to presales in the way problems are approached and solutions are presented. She's a champion of clarity and now even helps others tune their messaging to be more clear in business.

Both her roles have been in industries which are traditionally very male-dominated. The industry needs to be better at having the conversation about women in presales and not be scared of saying the wrong thing when trying to get it right.

So Adam and Mark get a dive into the conversation supported by Lidia - it's uncomfortable but it has to be, and there's no excuse for not trying to create a better world for everyone, whomever you are in our presales industry.

Continue the conversation on LinkedIn https://www.linkedin.com/company/69409342 and connect with Lidia too! https://www.linkedin.com/in/lidia-vasileva/

Thanks for coming on the podcast Ian - we loved having you on and it certainly got some great conversations going!

Don't forget to follow us for more great presales content and chat with us on LinkedIn: https://www.linkedin.com/company/69409342/

As a long-time leader now turned co-founder (Playbuilt), Bo's coined the phrase 'Teaming is the new selling' and how it adds to already strong selling motions to help all the players deploy different 'plays' for different situations. Plus, listen in to find out about a series of webinars focusing on how to team, how to play and of course, how to win.

Taking the initiative to try and make a difference to the world in which we live, and presales people are served better because people like Bo have a spark of passion and follow it to support us all.

Come find us on LinkedIn, Bo's page is right here: https://www.linkedin.com/in/boborland

We talk about how to identify a Champion within a Buyer, what might be motivating them, and how their previous experience of buying Tech changes their approach.

We look at whether it's even a Sales Engineer/PreSales Consultants job to enable a Buyer champion or whether that's just some Sales Execs do.

We talk about how the definition of a Champion and where you find them in an organisation has changed in recent years.

Focusing on the Enablement topic, we also discuss what a Champion might want from us, what we would want from them and how much we should be anticipating their needs.

Join us on LinkedIn to chat more!

Don, Adam and Mark chat about why we're so excited to be in Presales, some of the key moments we can see happening across the industry and how to grab these great opportunities with both hands!

As presales / sales engineering leaders we're incredibly excited to be in a position to be able to affect such hugely beneficial change for our customers, and for the great people in our world.

So dive in and hear one of the most fun episodes we've recorded in a while!

Plus - Connect with us on LinkedIn!

#presales #salesengineering #excited

In this episode we cover;

• What is coaching?
• What makes you coachable?
• Dealing with ego
• What does it really mean to be a better leader?
• Where do you "feel" decisions and how to harness this as a superpower.
• Upgrade your OS!

Huge thank you to Pavey for sharing her knowledge with us, an if you'd like to connect, her LinkedIn profile is https://www.linkedin.com/in/paveypurewal/

Don, Adam and Mark go back to basics about qualification and discuss why BANT, MEDDIC and others are crucial to today's presales teams but also why pushing back on sales, and constantly questioning the buyer motivation matters more these days than ever before.

Find out what it means for us in presales, and out top tips for applying these techniques at your company.

We love giving back to the community, so don't forget to come join us on LinkedIn, ask anything you wish, discuss, agree or disagree!

Deal Crash Investigation is a fascinating topic that Tom Edwards, Adam Freeman and Mark Green join Daryn Mason to dive into a task that very few actually do, and if they ever want to improve or switch to 'loving every lead' they're gonna have to!

Don't forget to come join us on LinkedIn, ask anything you wish, discuss, agree or disagree!

Don't forget to come check us out on LinkedIn, and send us a message directly if there's anything you'd like to chat about!

If payments is base salary, compensation and upside incentive over and above OTE. The general rule is the amount of pay that's at risk should align with the degree of influence on the sale. 

Do you agree or disagree? Technical Win vs Overall win? Either way come and listen to Kerry's sage advice learned through many years in this space.

Don't forget to come join the conversation on LinkedIn, and as ever if there's anything you'd like to chat about - come on as a guest!

#presales #buyerenablement

What's more - it's another one of those fun episodes where we chat, have fun, discuss ideas and well - by now you know the drill right? It's Two Presales in a Pod.

Companies like Tesla have completely changed the way they sold based on a buyers new expectation of what a great buying experience looks like. We think that's changing for software too now so depending what Buyer Enablement level you're at, buyers will experience something better and they'll expect more from us as vendors.

Don't forget to come find us on LinkedIn, we're always happy to connect and help with anything you need!

Matt joins us to discuss a topic that should be on all sales professionals radar right now......buyer indecision. Matt's research led him to author his new book, The JOLT effect. This book provides a framework and process to meet the challenges of modern buyer decision making and how to create better outcomes through the same effort by avoiding indecision as an outcome.

Join us as we unpack the above topics and more. We hope you enjoy listening as much as we did recording this episode.

If you'd like to connect with Matt, his LinkedIn account is https://www.linkedin.com/in/matthewxdixon/

Peter Cohan and Rob Dean join hosts Adam Freeman, Mark Green and Tom Edwards to discuss this hot topic. Now presales have the tools to scale further up the funnel - what's wrong with providing what these buyers need at that point rather than scaring them away with BANT?
There's plus and minus points to both approaches so come hear our conclusions.

Come join us on LinkedIn - we're always happy to chat!

#buyerenablement #2piap #presales

Matt is a huge name, and massively influential, in the business value world.  We talked about why it's 'Value Engineering' and not 'Value Consulting', why we should be constantly searching for 'fiscal impact' and why creating value should be part of everything Presales do.

Matt tells us about the fascinating results IDC found from conducting business value outcomes research with IFS Enterprise Solution clients; value isn't always just about cost reduction, if you look hard enough you can find productivity and revenue gains.  

If you're at all interested in 'value', you need to listen to this episode.  

#buyerenablement

Don, Mark and Adam are today joined by Garin Hess, CEO and Founder of Consensus and Rob Dean, newly joined Head of Presales at Access Group.

We presented in person to over 150 people, but for some it'd been quite a while - so did we love it? Did we miss sitting behind a webcam?

Join us in this 'micro-pod' shorter edition for some fantastic tips on how you can make hybrid meetings a success as we all get back to presenting in person.

As always, do connect with us on LinkedIn, you'll find us easily in the search:

Don Carmichael Winning Skills
Adam Freeman Access Group
Rob Dean Access Group
Garin Hess Consensus
Mark Green Consensus

#buyerenablement

As ever, please share with your network, follow our Linkedin page and do reach out to join us for an episode.

Thanks for listening and we'll see you for our next episode very soon!

Following an exciting week at Demofest, we learn the ups, downs and exciting future for this industry conference pushing the boundaries of what's possible by having pretty much every big name in our world presenting live.

We cover sessions we loved (and that you should dive back into) and why the passion goes into this for the good of all, not just those who run it.

If you're listening on Spotify, don't forget to seek out the poll included in the app, and this week's question - what are you doing when you listen to Two Presales in a Pod?

Don't forget we're always available on LinkedIn for comment, or a chat!

We've all travelled quite the learning journey this past few years when it comes to presales, so should we begrudge the changes or adopt them now as normal?
Well, certainly Don, Adam and Mark had quite the set of opinions this week and happily came up with some rather insightful ideas.

So come listen to how you can learn from years of experience, that might mean nothing, or everything, and how today's modern buyer enablement world has changed for good.

Don't forget we're always available on LinkedIn for comment, or a chat!

In this episode we are joined by Yair Samban, Director, Specialist Solution Consulting at Pegasystems. Yair has used his profile and LinkedIn presence to post his opinions on the current situation in Ukraine. This is a sensitive topic for many and so, in this episode, we discuss how to post on such topics with empathy and discuss Yair's practical processes around writing such posts.

You can connect with Yair through LinkedIn here - https://www.linkedin.com/in/yair-samban-31a69113/ 

**Trigger Warning - We touch on some sensitive topics and an area Yair is passionate about, the war in Ukraine.**

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 you to grab. But why do we move, what are the motivations and where do we go? How do we map what we do and who do we talk to?

What's more, hear some stories about reasons NOT to move!

As ever, we'd love your feedback, and if you have a specialism or area of interest you'd like to discuss, please do reach out and come and join us on an episode!

Please do leave us a review on your favourite podcast platform, share with your colleagues and network and help us start a conversation!

• Sustainability vs environmental impact
• Recognition of environmental issues as a key business driver
• A prospects impression of PreSales and our environmental impact
• Sustainability as a staff retention tool
• How big is the average PreSales professionals environmental impact
• What can we do to change?
• Calculate your own carbon footprint

As ever, we'd love your feedback, we're not experts in these topics but we research and explore before we hit record out of a natural curiosity for the subject. If you have a specialism or area of interest you'd like to discuss, please do reach out and come and join us on an episode!

Please do leave us a review on your favourite podcast platform, share with your colleagues and network and help us start a conversation about how we can be more sustainable as a profession.

We discuss the tech, the advantages, disadvantages and the obvious moral issues surrounding a virtual presence.

Things are moving fast in this space, they've moved since we recorded this no doubt, but we'd love your opinions and feedback so please do reach out to us.

Remember to give our LinkedIn page a follow, give us a review on your podcast platform and maybe share one of your favourite episodes with someone in your network.

Thanks for listening! :)

Todd is a thought leader in modern PreSales processes and in this episode, we explore the idea that there is no going back to how we used to work, how we used to sell, and how buyers used to buy. This episode is thought provoking, challenging, and should make us all question how equipped we are in our methods to support our buyers in how they want to buy in 2022!

If you'd like to connect with Todd, his LinkedIn profile link is here - https://www.linkedin.com/in/toddjanzen/

If you're enjoying the podcast, leave us a review, tell a colleague and help us grow this platform. The more people listen, the more opinions and contributors we have, the more we elevate our profession and as a podcast, we can give back to the fantastic PreSales community.

This episode hits hard and hits close to home. Monday of this week was "Blue Monday", the saddest day of the year. We know the pressures that come with life as a PreSales pro, or scratch that, a professional in general.

It's time to ask everyone the question..... "How do you feel?"

This is the episode everyone needs to hear, even if it makes people a little uncomfortable, it's time to support each other and talk about how we feel without the "yeah i'm ok" typical response. It's OK not to be OK and all of us here on the show are here to support anyone who needs to talk.

In this episode we'll discuss;

• What was the over used word of 2021, and what's the next over used word?!
• Key trends moving into 2022
• An outstanding individual recital of a poem crafted by Peter
• a motivational talk from Adam

All of the above and more in this episode.

Thank you all for your support and listening through 2021, Here's to a healthy, happy and successful 2022.

Take care, stay safe and join us next year to see if the predictions come true!

• How do you recruit well..... all the time!?
• How can you leverage your LinkedIn profile?
• What personal traits are required to keep pace?
• The challenges of balancing work and home life?
• Avoiding burn out!

Semir LinkedIn: https://www.linkedin.com/in/jahic/

Join us in episode 42 as we discuss this and other topics with Peter Cohan to really understand the advantages and pitfalls of a hybrid demo.

• What is a hybrid meeting?
• Are there advantages of fully remote meetings?
• Is been on site with a prospect a competitive advantage?
• Will remote meetings be the default as we exit the pandemic?

Huge thanks to Peter for joining us on the show. Please do give our LinkedIn page a follow and reach out to us with your feedback.

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

Ramzi was a pioneer in starting and maintaining an SE specific podcast that now has over 180 episodes, and a thriving youtube channel. Ramzi was one of the inspirations behind us starting 2PIAP and so join us as we get to know why he started his podcast and what keeps him going with new episodes.

Ramzi LinkedIn - https://www.linkedin.com/in/ramzimarjaba/

We The Sales Engineers - https://www.linkedin.com/company/wethesalesengineers/

YouTube - https://www.youtube.com/c/WeTheSalesEngineers

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 outputs, more working time, less travel time..... or is it that we are genuinely more productive? Is it that we really do understand how to leverage and maximise our main finite resource..... our time!

Join us in this episode as Joe Page, co-host of the fantastic Thrive Guys podcast, talks us through topics such as;

• Start up and shut down routines
• Goal setting methods
• How to manage getting bombarded by email and instant communication channels
• What the hell even is productivity?!?!

Massive thanks to Joe and a huge shout out to the team at Thrive Guys for their awesome podcast, we're huge fans!

some links and episodes of interest;

Productivity 101 - https://open.spotify.com/episode/0f4VlXgFe08CfJZZMA58wS?si=IK-ZHOs-SxKaQKjK7iSecQ

Taming Email - https://open.spotify.com/episode/2IFHh3f347w9PYnX2AL5rJ?si=60Svw47CQOCvQIxgVx1UzA

Dealing with Distractions - https://open.spotify.com/episode/1ASqpXfZqeOu2a70nRIpPx?si=d7kHWrzXS-evaMHBUl_RiA

The Sales Engineer Manager's Handbook is a massive hit, so to hear the background and meaning behind his passion is a lucky opportunity we couldn't pass up! Come and join us for an awesome conversation with John.

In this episode, Russ opens our minds to the latest and greatest Powerpoint and Prezzi tips and tricks. We go through the A to Z of presenting and talk about the technological advancements in presentation software.

How many of our "presentation crimes" are you guilty of?

Links:

Russ LinkedIn: https://www.linkedin.com/in/powerpointdesigner/

The Prezenter Portfolio: https://theprezenter.com/portfolio/ 

Last time we chatted in Episode 16 buyer enablement was hotting up and the presales industry was booming. Well now it's accelerated fast than ever so stopping unqualified, wasted demos is more important than ever.

We cover what a Demo Qualified Lead actually is, how to introduce it into your sales operations and what value it brings to your presales teams, ever stretched to do more.

Thanks Garin for coming on - it's always fun chatting with you!

As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support.

Show links:

LinkedIn https://www.linkedin.com/in/garin-hess-0017a0/

Website - https://www.goconsensus.com/ 

John joins Adam and Don to talk specialist presales recruitment. Last time we chatted, the job market was unfreezing - now there's a huge demand and presales is the hottest place to be with loads of opportunity for those who catch the right jobs.

What is career progression? Why are people moving right now? Is it always the management track or bigger/more meaty opportunities? Are you looking for candidates in the right places? The answers to this and more in this weeks show.

As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support.

Show links:

LinkedIn https://www.linkedin.com/in/hodgsonjohn/

Article: https://www.linkedin.com/pulse/evaluating-job-offer-candidate-side-due-diligence-john-hodgson/

Website - https://www.brightdynamics.co.uk/

Adam, Don, Tom and Mark discuss the above topics as well as the brilliant Digital PreSales Impact Model (DPIM) that co-host Mark Green recently published. you can reference the DPIM here https://www.mark.technology/dpim.

Any comments or thoughts please do reach out to us and as always thanks for listening. Share with your friends, colleagues and contacts and please do give our linked in page a follow.

Melanie shares a deeply personal, moving and inspiring story for anyone working in tech on how you define and reach your goals.

Melanie shares her tips on the importance of setting goals, why personal development matters, and how to reserve time to make sure you achieve your goals.

The journey to director at a tech company isn't easy. Melanie's story shows that you can make it happen, overcome adversity and use the challenges life sends your way as fuel to achieve everything you want in life and more.

Please do let us know if you'd like to join us on the show and share this episode with someone who may need to hear this right now, even if they're not in PreSales.

Thanks as always for listening and huge thank you to Melanie for sharing your story with the audience.

Melissa joins us to share her vast experience of the bid process and why it matters to prospects, PreSales and the organisations we represent.

We cover lots of ground in this episode;

• Are responses legally binding?
• Are answer banks a good idea? 
• When should responses/documents be completed?
• What is the difference between RFI, RFP and RFx?
• ......and muh more!

Join us as we explore the world of bid management with Melissa in this weeks show. As always please share the show with your colleagues and network and please do reach out to join us on an episode and chat through a topic you feel passionate about.

Thanks for listening!

If you're an individual contributor, what do we look for in candidates when recruiting? If you're a leader, do you promote internally vs externally? Do you take industry or technical experience?

All of the above and more in this weeks episode.

We're all happy to review any CV's that you have if you're currently job hunting, please do feel free to reach out to any of us. We've helped a few listeners get roles.

Please reach out with feedback, show ideas, or if you'd like to be on the show. As ever, please follow our LinkedIn page for updates and share with your connections so we can grow and give more back to the community.

Peter joins Adam, Don and Mark to talk vision generation demos. This is a topic that is hot in PreSales right now. It's also got huge benefits if you embrace this topic and can drastically improve your results.

How do you avoid average repetitive demos? How does discovery fit with vision generation demos? What is Peter's favourite thing about UK restaurants?! The answers to this and more in this weeks show.

As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support.

Show links;

Peter Cohan - https://www.linkedin.com/in/petercohan/

Great Demo - https://greatdemo.com/

Newsletter - https://greatdemo.com/great-demo-blog/

In this episode we discuss the pro's and con's of different titles. Should we have Sales in the title? Is the "Pre" part relevant? Doe we have different titles internally and externally.

We'd love your opinions on this topic so please do drop us a note on linked in, and follow the podcast page on LinkedIn for a follow up poll.

Thanks, have a great week and see you next episode!

In this week's show, Mark takes us through mind mapping and explaining why it is such a powerful tool for PreSales, and how to use it during meetings both internally and externally.

We discuss our favourite mind mapping tools, how to get started, and some practical tips for this often overlooked technique.

It was fantastic to get to know Mark more, and his vast experience really shines through in this episode. If you'd like to connect with Mark, his LinkedIn profile can be found here https://www.linkedin.com/in/markmckinlay/

As always, thanks for listening, please do review the show and share with your colleagues.

Come join the usual friendly chat to find out our top-tips for personal branding and don't forget to message us your ideas on LinkedIn!

If you'd like to join us for an episode please reach out and try something new.  --- Send in a voice message: https://anchor.fm/presalesinapod/message

Who doesn't love presenting! it's a fundamental part of PreSales, and it's something you love or grow to love. In this episode we explore the different types of presentation and our view points, and also finish with some really handy powerpoint hints and tips to try out. As always this is totally unscripted and the content is conversational and relaxed with some key takeaway points at the end.

We love to get your feedback so please connect with us on LinkedIn, and give the podcast page a follow - https://www.linkedin.com/company/2-presales-in-a-pod/

If you'd like to join us for an episode please reach out and try something new.

In this episode, join Adam, Don, Mark and Tom as we discuss the above in detail and give some practical tips to maximise your internal networking potential.

As always, thank you for listening and please do reach out if you'd like to appear on an episode, or have any topics you'd love us to discuss. You can reach all of us on LinkedIn and please do give the company LinkedIn page a follow to keep up with the latest show news.

Join Mark Green and Tom Edwards as they chat through these topics in an unscripted and digestible format.

We hope you enjoy the episode, please do follow our LinkedIn page and give us a review on your preferred podcast platform.

As always, thank you for listening and please do give us a follow on our LinkedIn page - https://www.linkedin.com/company/2-presales-in-a-pod/

In this episode, Scott helps Don and Adam unpack some of the untruths around presentation tips with some awesome practical tips and tricks to improve anyone. Should you look at the camera? Should you be expressive with your hands? How should you construct sentences? What should you do if a notification goes off mid podcast recording? All of this and more.

We hope you enjoy the show, it was a blast to record and share some time for a conversation with Scott. Please feed back to myself and Don on this episode, we'd love to hear from you.

Scott's LinkedIn Profile: https://www.linkedin.com/in/scottstiefvater/

The Anti Presentation Coach: https://www.linkedin.com/company/the-anti-presentation-coach/

"Re: Speaking" Podcast: https://podcasts.apple.com/gb/podcast/re-speaking/id1530749895

Software, we love software! Especially when it makes our lives better! In this episode we explore the software we love to use. We consider applications and platforms that make us more productive in our own working world, and also interactions with external connections.

All views are our own, there are no endorsements, sponsorships or the like. If you are a vendor and would like us to review your platform or software, please do reach out.

• www.goconsensus.com
• https://screencast-o-matic.com/
• https://www.techsmith.com/video-editor.html (Camtasia video editing software)
• Adobe Creative Cloud and Apps
• https://mural.co
• https://www.lucidchart.com
• https://miro.com/
• https://www.microsoft.com/en-gb/microsoft-365/microsoft-whiteboard/digital-whiteboard-app Best whiteboard tool for me
• https://www.canva.com/ Not sure if we mentioned it, but we should have
• https://pickerwheel.com/ Pick which part of the agenda we're doing next
• https://unsplash.com/ Should have mentioned this; this is where to get your royalty-free images and photos from
• https://www.fakenamegenerator.com/ Again should have mentioned this; if you've ever had to create a demo database you'll love this

All of the opinions on equipment are our own, and none of the equipment was provided or incentivised. It is our unbiased and honest opinions of what should be in your toolkit and why.

• Logitech Spotlight - https://www.logitech.com/en-gb/product/spotlight-presentation-remote
• Logitech Webcam - https://www.logitech.com/en-gb/products/webcams/c920-pro-hd-webcam.960-001055.html
• Standing Desk - https://yo-yodesk.co.uk/
• Peloton - https://www.onepeloton.com/
• Logitech MX Anywhere Mouse (older versions also available at lower price point) - https://www.logitech.com/en-gb/products/mice/mx-anywhere-3.910-005989.html

Garin is the founder of Consensus (www.goconsensus.com) Consensus helps Scale PreSales with software that automates product demonstrations using interactive video demos.

Garin is also the author of the book "Selling is Hard, Buying is Harder" which embraces the concept of buyer enablement and re-frames the topic to allow PreSales and Sales professionals to discover, equip, engage and personalise with the buying "coach". The concepts covered in this episode are particularly relevant to the digital sales world we all have found ourselves embracing over the past year.

Episode links;

Garin Hess LinkedIn - https://www.linkedin.com/in/garin-hess-0017a0/

Book - Selling is Hard, Buying is Harder available on all good online retailers depending on geography.

Buyer enablement content hub - www.buyerenablement.io

As always, please reach out with feedback, leave us a podcast review or step out of your comfort zone and join us to record an episode. See you next episode and thanks for listening!

As the founder of 2Win! Global and published author, Bob Reifstahl has been at the forefront of PreSales thinking for over 20 years. Not only a great guy, but a real pioneer in PreSales innovation. In this episode, Bob gives us a fascinating insight into his book, "The Rule of 24" and its relevance post pandemic. Would he have changed anything in the book written only a relatively short time ago to adapt to the way the world is in 2021 and beyond? We explore the ever changing technical landscape of PreSales. In this episode there are some fantastic knowledge nuggets for you and real actionable insights.

Episode links:
Rule of 24 Book - https://2winglobal.com/resources/books/

Bob Reiftahl LinkedIn - https://www.linkedin.com/in/bobriefstahl/

As always, please reach out with feedback and if you'd love to appear on a show, take Bob's advice and step out of your comfort zone.

John gives us an honest assessment of the jobs market right now for PreSales, what skills are important, what makes a CV stand out and what hiring managers are looking for right now.

This is a really insightful and thought provoking episode where we consider what key skills could be a differentiator in future career opportunities.

John Hodgson contact details & episode content links;

LinkedIn - https://www.linkedin.com/in/hodgsonjohn/

Email - john.hodgson@brightdynamics.co.uk

Website - http://www.brightdynamics.co.uk/

Website also has links to the content container which is a goldmine of resources for any PreSales professional.

As always, thanks for your support in listening to the show, we'd love for you to leave a review if you're enjoying the show on Apple Podcasts or your preferred streaming platform.

For many of our audience, understanding future career opportunities and alternative roles within your organisation are key to understanding the required skills for that role. In this episode, Mark Green helps us discuss, in our usual unscripted way, just what his key attributes are, and how the role Mark is in came about.

As always, thanks for listening and if you'd like to add Mark to your LinkedIn network, please use the following link: https://www.linkedin.com/in/marktechnology/

Mark's personal blog site is also found here and is well worth a visit: https://www.mark.technology/

As always thanks so much for your time to be part of the "PreSales PodClub", we really appreciate your support.

As a function, PreSales is facing huge technical advancements as companies start to realise the untapped potential in the PreSales function. Our options are to embrace this and change to work in this "new world", or alternatively to ignore the changes all around us.

In this episode we explore the different "touch" models that can be applied in a SaaS environment, and consider what the role looks like to support the continued focus and downward pressure on "CAC".

We hope you enjoy the show and please do feedback to us. as always if you'd like to join us for an episode, please reach out to either Don or Adam on LinkedIn.... go on, push outside your comfort zone and join us on the mic for an episode.

In this episode we're joined by industry leaders from across the PreSales world to discuss funny and lighthearted stories from our PreSales careers. This is an episode not to be missed for sure!

We'd like to take this opportunity to say thank you for helping us get this podcast to over 1,500 visitors across 40+ different countries worldwide in 10 episodes. incredible and thank you for your continued support moving into 2021.

Have an awesome Christmas and we look forward to more content coming your way in 2021.

We talk about the importance for social media presence on platforms such as LinkedIn, and also discuss what a minimum social media presence should be.

As always, please keep the feedback coming and thanks for joining us!

You can connect with us on LinkedIn here;

Don Carmichael - https://www.linkedin.com/in/doncarmichael/

Adam Freeman - https://www.linkedin.com/in/freeman-adam/

Thomas Edwards - https://www.linkedin.com/in/tomcedwards/

2 PreSales in a Pod - https://www.linkedin.com/company/2-presales-in-a-pod

The principals of value engineering are critical to the current climate where every investment decision is scrutinised in greater detail, and this all starts with asking the correct questions at the discovery stage of the PreSales cycle.

Feedback welcome as always and any topics for upcoming episodes, please drop us a message!

Agile discovery is a critical technique to master for the modern presales professional. In this episode we challenge our thinking on what we understand agile discovery to be and why it matters so much, right now, in the current and post pandemic world.

Audio feedback always welcome, and thank you for your support and feedback!

So, how do we adapt to the locked down world? How can we conduct effective discovery over the web?

What tools should we adopt and what should we be thinking about when evaluating our PreSales discovery processes in a pandemic world and beyond.

Why do you need to do a PreSales discovery session if sales are running a discovery process? How does Discovery differ from large or complex deals to those that are smaller in deal size or complexity?

These questions answered and more in this episode of Two Presales in a Pod.

In this episode we discuss what commercial acumen is, why it's important, how you should appraise yourself, and how you go about improving your skills in this area.

We also reference the fantastic article from Daryn Mason, The Solution Engineer's Guide to MEDDIC, here: https://www.linkedin.com/pulse/solution-engineers-guide-meddic-daryn-mason/?trackingId=FSIjpUWmSG91ipo%2B7xJ%2B8w%3D%3D