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From 10 epsHosts
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Recent episodes
Episode 84 - The Human Advantage in an AI-First World
May 8, 2026
46m 03s
Episode 83 - Burn the Deck: How Presales Wins When Buyers Have AI Superpowers
Feb 16, 2026
51m 02s
Episode 82 - The Rise of Forward Deployed Engineers with James Kaikis
Dec 18, 2025
46m 31s
Episode 81 - How to stand out in a shifting presales job market
Apr 15, 2025
44m 59s
Episode 80 - AI Fluency & the Future of Presales
Mar 5, 2025
40m 01s
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| Date | Episode | Topics | Guests | Brands | Places | Keywords | Sponsor | Length | |
|---|---|---|---|---|---|---|---|---|---|
| 5/8/26 | ![]() Episode 84 - The Human Advantage in an AI-First World✨ | AI in businessemotional intelligence+4 | Stephen Morse | SC Leadership InstituteSalesforce | — | AIsales engineers+5 | — | 46m 03s | |
| 2/16/26 | ![]() Episode 83 - Burn the Deck: How Presales Wins When Buyers Have AI Superpowers✨ | AI in salesbuyer/seller dynamics+3 | John Brunswick | StoryPath.aiSalesforce+1 | — | AI superpowersbuyer research+3 | — | 51m 02s | |
| 12/18/25 | ![]() Episode 82 - The Rise of Forward Deployed Engineers with James Kaikis✨ | Forward Deployed Engineerspresales+4 | James Kaikis | PreSales CollectiveGTM Shift | — | Forward Deployed Engineerspresales+5 | — | 46m 31s | |
| 4/15/25 | ![]() Episode 81 - How to stand out in a shifting presales job market✨ | presales job marketcareer advice+3 | Yuji Higashi | PreSales CollectiveBetter Career | — | presalesjob market+5 | — | 44m 59s | |
| 3/5/25 | ![]() Episode 80 - AI Fluency & the Future of Presales✨ | AI fluencypresales+4 | Zach Lawryk | OpenAI | — | AIpresales+5 | — | 40m 01s | |
| 11/26/24 | ![]() Episode 79 - Arm the sales team by aligning presales and enablement✨ | sales enablementpresales alignment+3 | Sheevaun Thatcher | — | — | sales enablementpresales+3 | — | 43m 42s | |
| 11/6/24 | ![]() Episode 78 - Elevate the customer experience by aligning presales and CS teams✨ | customer experiencepresales+3 | Susan Beal | Blue Yonder | — | presalescustomer success+3 | — | 33m 00s | |
| 10/21/24 | ![]() Episode 77 - We are back!✨ | presalesGTM+4 | Todd Janzen | 2PIAPGTM | — | presalesGTM+4 | — | 31m 55s | |
| 4/22/24 | ![]() Episode 76 - How to build a bootstrap SE team (and how not to)✨ | bootstrappingteam building+3 | John Simpson | LinkedIn | — | bootstrappingsales engineering+3 | — | 37m 17s | |
| 3/20/24 | ![]() Episode 75 - Networking isn't just for social butterflies✨ | networkingteam growth+3 | Ron Whitson | LinkedIn | — | networkingbusiness growth+3 | — | 35m 22s | |
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| 2/9/24 | ![]() Episode 74 - Presales skills could supercharge your job hunt! | 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/ | 33m 41s | ||||||
| 2/1/24 | ![]() Episode 73 - Giving feedback as a leader, plus new Co-host! | 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! | 29m 06s | ||||||
| 10/11/23 | ![]() Episode 72 - Live at Demofestx London | 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! | 21m 42s | ||||||
| 9/15/23 | ![]() Episode 71 - Goals, Hopes and Dreams | 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! | 22m 57s | ||||||
| 9/5/23 | ![]() Episode 70 - Peter Cohan - Digging into discovery | 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/ | 38m 14s | ||||||
| 8/9/23 | ![]() Episode 69 - Lidia Vasileva - Being a creative, and a woman in presales. Some hard conversations. | 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/ | 43m 20s | ||||||
| 7/24/23 | ![]() Episode 68 - Ian Merry - Pathway to leadership, mobility of talent, identification and readiness. | 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/ | 33m 26s | ||||||
| 6/1/23 | ![]() Episode 67 - Bo Borland brings playbooks to presales and ships outcomes instead. | 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 | 36m 08s | ||||||
| 5/12/23 | ![]() Episode 66 - Champion Enablement with Peter Cohan | 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! | 34m 14s | ||||||
| 4/28/23 | ![]() Episode 65 - Why we're massively excited to be in Presales right now | There's lots of doom and gloom in tech, but we're feeling completely the opposite as there's so much to look forward to in our profession right now. 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 | 34m 14s | ||||||
| 2/13/23 | ![]() Episode 64 - Pavey Purewal - Are you coachable? | In this episode of 2PIAP Adam is joined by Pavey Purewal. Pavey is an experienced executive coach with 20+ years tech B2B marketing experience for both large enterprise companies and high growth startups. Former VP and CMO roles at startups and VMware. Now, Pavey is helping senior marketing and sales leaders succeed. Providing Executive coaching for leaders for sustained personal and professional growth. 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/ | 29m 38s | ||||||
| 2/2/23 | ![]() Episode 63 - Qualification matters - Back to the basics. | In a world where more of our buyer's spending is scrutinised more closely than ever, qualification matters. 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! | 32m 45s | ||||||
| 12/19/22 | ![]() Episode 62 - Deal Crash Investigation by Daryn Mason | There are millions of books on sales, but very few on what happens when deals go wrong. Daryn's spent years seeing the need rise, so here's written a book to help presales and sales do a systematic analysis on what goes wrong, and how to learn from those rich lessons. 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! | 34m 50s | ||||||
| 12/12/22 | ![]() Episode 61 - Toby Baker on Customer Experience, and why we should learn the good and bad from B2C | 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! | 33m 12s | ||||||
| 11/3/22 | ![]() Episode 60 - Are presales people coin operated? Should they be? Compensation models and more with Kerry Sokalsky | 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 | 29m 02s | ||||||
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