Two PreSales in a Pod

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 business value, return of investment and investment summary, you will better understand why some customers need to understand anticipated returns and certainty. The principals of value engineering are critical...

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 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 wel...

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 influence and interest changed as a result of Covid? All of the above answered and more. Thanks for listening Did you know - you can always leave audio feedback using the link posted on our LinkedIn feed. We'd l...

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 buzzed with ideas, process improvements, and business goals and objectives. 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 wha...

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 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.

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, stakeholder mapping, old school vs new school discovery, agile discovery, zero discovery discovery, and a Value Engineers view of discovery. We'd love for you guys to leave feedback, stories, and any practical t...

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 how to translate features into legitimate value for the customer in the pursuit of their goals and objectives. In this episode we discuss what commercial acumen is, why it's important, how you should apprai...

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 insights from Don around his experience of pre-sales during economic downturns and some really personal stories around that. We also ramble on about all things PreSales and some news topics over the past couple...