Two PreSales In A Pod podcast

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תוכן מסופק על ידי Adam Freeman. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Adam Freeman או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

This Is Woman's Work with Nicole Kalil

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QUALIFIED: How Competency Checking and Race Collide at Work with Shari Dunn | 284 33:58

לפני 8 ימים33:58

הפעל מאוחר יותר

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לייק

אהבתי

33:58

In this episode, we delve into the concept of being "qualified" in the workplace, examining who gets labeled as such, who doesn't, and the underlying reasons. We explore "competency checking"—the practice of scrutinizing individuals' abilities—and how it disproportionately affects underrepresented groups, often going unnoticed or unchallenged. Our discussion aims to redefine qualifications in a fair, equitable, and actionable manner. Our guest, Shari Dunn , is an accomplished journalist, former attorney, news anchor, CEO, university professor, and sought-after speaker. She has been recognized as Executive of the Year and a Woman of Influence, with her work appearing in Fortune Magazine, The Wall Street Journal, Ad Age, and more. Her new book, Qualified: How Competency Checking and Race Collide at Work , unpacks what it truly means to be deserving and capable—and why systemic barriers, not personal deficits, are often the real problem. Her insights challenge the narratives that hold so many of us back and offer practical solutions for building a more equitable future. Together, we can build workplaces and communities that don’t just reflect the world we live in, but the one we want to create. A world where being qualified is about recognizing the talent and potential that’s been overlooked for far too long. It’s not just about getting a seat at the table—it’s about building an entirely new table, one designed with space for all of us. Connect with Our Guest Shari Dunn Website& Book - Qualified: https://thesharidunn.com LI: https://www.linkedin.com/today/author/sharidunn TikTok: https://www.tiktok.com/@thesharidunn Related Podcast Episodes: How To Build Emotionally Mature Leaders with Dr. Christie Smith | 272 Holding It Together: Women As America's Safety Net with Jessica Calarco | 215 How To Defy Expectations with Dr. Sunita Sah | 271 Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

Two PreSales in a Pod

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בית הסדרות•Feed

PreSales podcast hosted by Adam Freeman and Todd Janzen. We discuss the burning issues facing the PreSales world in a relaxed and conversational style. The world can get pretty serious, so join us with for a casual chat on all things PreSales. Listen to the podcast on your preferred platform with episodes posted regularly.

79 פרקים

#Business #Adam Freeman

Two PreSales in a Pod

updated לפני 20 שעות

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בית הסדרות•Feed

79 פרקים

#Business #Adam Freeman

ทุกตอน

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Episode 80 - AI Fluency & the Future of Presales 40:00

לפני 20 hours40:00

40:00

AI isn’t just another tool—it’s becoming a career-defining skill . In this episode, Zach Lawryk, Head of Solutions Engineering at OpenAI , joins us to talk about why AI fluency is essential for presales professionals. 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.…

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Episode 79 - Arm the sales team by aligning presales and enablement 43:41

לפני 14 weeks43:41

43:41

Sheevaun Thatcher , a seasoned sales enablement leader with a presales background, joins us to discuss how aligning presales and enablement functions can empower sales teams and organizations at large. 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.…

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Episode 78 - Elevate the customer experience by aligning presales and CS teams 32:59

לפני 17 weeks32:59

32:59

Susan Beal, Chief Customer Officer at Blue Yonder , joins us to discuss why presales teams need to think "beyond the sale" and work closely with CS to drive account growth, expansion, and ultimately a better client experience.

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Episode 77 - We are back! 31:54

לפני 19 weeks31:54

31:54

2PIAP is back!!! After a 6-month break, your favourite presales podcast is back and ready to dive head first back into the world of presales and all things GTM. 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.…

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Episode 76 - How to build a bootstrap SE team (and how not to) 37:16

לפני 45 weeks37:16

37:16

John Simpson joins us to share his wealth of experience in building teams from scratch otherwise known as 'bootstrapping' the build. 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!…

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Episode 75 - Networking isn't just for social butterflies 35:21

לפני 50 weeks35:21

35:21

Networking helps your internal team, but as Ron Whitson points out in this episode, it's building that outside your business that ultimately leads to the healthy growth of ideas for you and your team. Thanks Ron, for coming to share your wealth of knowledge and for offering connections at: https://www.linkedin.com/in/ronwhitsonse…

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Episode 74 - Presales skills could supercharge your job hunt! 33:40

לפני 1 year33:40

33:40

What if you treated your job search as a software sale? You'd need all the skills that great presales people have, and so you're one step ahead already - it's like you were leading up to this exact moment. 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/…

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Episode 73 - Giving feedback as a leader, plus new Co-host! 29:05

לפני 1 year29:05

29:05

Ever had to check yourself before giving feedback? Is your way actually the right way, or just the way you'd do it. 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!…

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Episode 72 - Live at Demofestx London 21:41

לפני 1 year21:41

21:41

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 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!…

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Episode 71 - Goals, Hopes and Dreams 22:56

לפני 1 year22:56

22:56

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 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!…

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Episode 70 - Peter Cohan - Digging into discovery 38:12

לפני 2 years38:12

38:12

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? 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/…

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Episode 69 - Lidia Vasileva - Being a creative, and a woman in presales. Some hard conversations. 43:19

לפני 2 years43:19

43:19

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 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/…

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Episode 68 - Ian Merry - Pathway to leadership, mobility of talent, identification and readiness. 33:25

לפני 2 years33:25

33:25

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 impactful. So listen in to the key benefits of running a leadership team in a certain way, and helping people grow in the way they need and you need. 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/…

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Episode 67 - Bo Borland brings playbooks to presales and ships outcomes instead. 36:07

לפני 2 years36:07

36:07

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 game has changed when it comes to organising strategic plays for your teams. 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…

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Episode 66 - Champion Enablement with Peter Cohan 34:13

לפני 2 years34:13

34:13

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 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!…

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