Two PreSales in a Pod

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 customer journey memorable is an important part of making that experience great, and that presales people shouldn't ever exist in a bubble - they're part of what should be a joined up message, collaborative journey and shared goals. 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!

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 people for different reasons. 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

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 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!

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/

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

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

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

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!

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!

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 #Demofest 2022. Join us back stage as we hear how Demofest started, where it is today and where it's going - plus, we get the inside track on why it's LIVE or nothing for this industry conference that once again brings the brightest minds in our world together on a free, shared stage for the betterment of our collective growth. We cover the sessions not to miss, keynote speakers and how to interact with live networking in the new Demofest platform - Hopin. Plus, Sami drops a MASSIVE BREAKING NEWS EXCLUSIVE right at the end, so make sure you listen in folks! Don't forget we're always available on LinkedIn for comment, or a chat! --- Send in a voice message: https://anchor.fm/presalesinapod/message