57 episodes

Join your hosts Don Carmichael, Adam Freeman, Mark Green and Tom Edwards for a relaxed podcast discussing topics relevant to the PreSales and Buyer Enablement world.

This podcast will appeal to anyone in a Presales, Sales Engineering, Solution Engineering role, and also anyone who works with those professions.

Two PreSales in a Pod Adam Freeman

    • Business
    • 5.0 • 5 Ratings

Join your hosts Don Carmichael, Adam Freeman, Mark Green and Tom Edwards for a relaxed podcast discussing topics relevant to the PreSales and Buyer Enablement world.

This podcast will appeal to anyone in a Presales, Sales Engineering, Solution Engineering role, and also anyone who works with those professions.

    Episode 58 - with a very special guest, Matt Dixon

    Episode 58 - with a very special guest, Matt Dixon

    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 and The JOLT Effect. Matt frequently contributes to Harvard Business Review and is also the founding Partner at DCMi.

    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/


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    • 36 min
    Episode 57 - with Peter Cohen and Rob Dean - What is Lead Churn + Do SDRs block the path?

    Episode 57 - with Peter Cohen and Rob Dean - What is Lead Churn + Do SDRs block the path?

    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 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


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    • 33 min
    Episode 56 - with Matt Smith - Let's Explore Value Engineering

    Episode 56 - with Matt Smith - Let's Explore Value Engineering

    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 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


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    • 35 min
    Episode 55 - Recorded live, in person! Presenting hybrid meetings, 2PIAP on the road with Garin Hess and Rob Dean.

    Episode 55 - Recorded live, in person! Presenting hybrid meetings, 2PIAP on the road with Garin Hess and Rob Dean.

    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, 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


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    • 13 min
    Episode 54 - An Update on the Job Market w/ Josh Hill (Ikuto)

    Episode 54 - An Update on the Job Market w/ Josh Hill (Ikuto)

    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 need to have on your CV right now to get that dream role?!

    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!


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    • 29 min
    Episode 53 - Demofest 2022 Wrap/After Party with John Cook and Sami Focarino

    Episode 53 - Demofest 2022 Wrap/After Party with John Cook and Sami Focarino

    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 Consensus.

    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!


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    • 28 min

Customer Reviews

5.0 out of 5
5 Ratings

5 Ratings

rbslsna ,

Excellent

Fantastic podcast. I’ve been working in presales for about 4 years, and i always think there must be a better way to do certain things. This podcast has given me plenty of immediate and actionable ideas to take into my career. Thanks guys

reviewbyphil ,

Always a unique take

Thoughtful, accessible advice on the changing world of PreSales

JamieB76 ,

A ‘must-listen’ podcast

I’m always excited to see a new episode drop into my feed. Thought provoking topics, excellent guests and essential content to help with continuous professional development.

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