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I regularly contribute to other blogs, conferences, podcasts and webinars related to Solutions Consulting. Below is a list of my most recent appearances.
The Death of PreSales...As a Job Title
May 2021 – Join Tom, Don, Mark and Adam to discuss job titles! It’s one of the more controversial topics in our profession and it’s a discussion that has been around for many years.In this episode we discuss the pro’s and con’s of different titles. Should we have Sales in the title? Is the “Pre” part relevant? Doe we have different titles internally and externally.
The Rise of The Modern Solutions Consultant
May 2021 – I had the pleasure of being invited to join Ramzi Marjaba on his podcast; We The Sales Engineers to discuss modern methods of Solutions Consulting.
The Power of Mind Mapping
May 2021 – Mark, Adam and Tom are joined by Mark McKinley, Solution Consulting Director at Infor. In this week’s show, Mark takes us through mind mapping and explaining why it is such a powerful tool for PreSales, and how to use it during meetings both internally and externally.
Qualify RFPs Like a Poker Master
May 2021 – When deciding whether to respond to an RFP, there’s are several aspects to consider. Have you helped influence it? Have you had deep discovery? Do you have an executive sponsor? Thomas compares responding to RFPs to playing poker;
much like RFPs, if you bet on every hand you will soon run out of chips and that having the 2nd best hand is worth nothing.
Who Cares About Personal Branding?
May 2021 – Don returns to the airwaves alongside Tom and Mark to welcome Denise Quinlan, USP hunter and all-round communications consultant to discuss why it’s important to understand the context of how we portray ourselves.
Giving Back to the PreSales Community
May 2021 – Join Thomas Edwards and Mark Green to discuss how we can give back to the presales community. In this week’s episode we are joined by Paul Solans. Paul tells us about his volunteer work with ReWork, a Tech Sales talent development network that helps break down barriers for Black, Indigenous, and People of Colour by providing career-focused resources.
Global Presales Enablement
April 2021 – We welcome special guest Ed Baxter who leads global presales enablement and also manages a team of solution consultants across India, SE Asia and ANZ. Come hear some awesome actionable insights on enabling yourself, your colleagues and your company… especially now our world is more connected and more enabled than ever.
Rethink Your Presentations
April 2021 – Who doesn’t love presenting? It’s a fundamental part of Solutions Consulting, and it’s something you love or grow to love. In this episode we explored the different types of presentation and our view points, and also finish with some really handy PowerPoint hints and tips to try out.
Internal Networking
April 2021 – Solutions Consulting often sits in the middle of an organisation with strong connections to Sales, Marketing, Product and more. In this episode, we discuss the importance of building an internal network to help drive your career.
Let's Talk ROI
April 2021 – Mark Green and I discuss when and when not to use an ROI calculation to help a client realise a business case.
Tools of the Trade - Software
March 2021 – Following on from the previous episode, we discuss some of the software we use to help demonstrate products.
Tools of the Trade - Hardware
March 2021 – I sit down with Adam Freeman and Don Carmichael to discuss some of the bits of kits that help make the lives of Solutions Consultants a little easier.
DemoDoctor - Leave Nothing to Chance
February 2021 – I had the great opportunity to sit down with Chris White from Demo Doctor to discuss some of my experiences in Solutions Consulting
Social Media Matters
December 2020 – I sit down with Adam Freeman and Don Carmichael to discuss the role of social media for Solutions Consultants
Six Types of Video Content to Help Progress Your Sales Cycle
November 2020 – As part of ConsensusCon 2020, I was asked to present on the six types of video content I had implemented into the sales cycle to help scale Presales across EMEA.
Discovery: What We Can Learn From the Medical Profession
November 2020 – What are the similarities between a Solutions Consultant and a Doctor? Both are required to actively listen, to consult, and to prescribe a solution. Read more below.
Four Unexpected Benefits of Implementing Demo Automation
September 2020 – Increasing sales cycle velocity, reducing wasted demos, allow Presales teams to more scale more effectively; these are just some of the well-documented benefits of demo automation. This article, however, explores the unexpected benefits. Read more below.
Introducing Video to the Sales Cycle
August 2020 – How do you increase overall demo efficiency, increase your competitive advantage and regain control of the sales cycle? Read more below.