Two PreSales in a Pod

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!

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

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/

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!

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!

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!

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/

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/

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/

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

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!

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

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/

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!

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!

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 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!

"Don’t look back in anger, I heard em say" - well, we're certainly trying not to!

We've all travelled quite the learning journey this past few years when it comes to presales, so should we begrudge the changes or adopt them now as normal?
Well, certainly Don, Adam and Mark had quite the set of opinions this week and happily came up with some rather insightful ideas.

So come listen to how you can learn from years of experience, that might mean nothing, or everything, and how today's modern buyer enablement world has changed for good.

Don't forget we're always available on LinkedIn for comment, or a chat!

We celebrate our 50th episode by tackling a really tricky topic for many PreSales professionals. How do you have an opinion on a sensitive subject and do it with empathy? We have seen global events over recent years with Covid, Black Lives Matter, and the situation in Ukraine as well as many others where people and companies are having to communicate carefully and where many people feel that silence on a subject isn't an option for them.

In this episode we are joined by Yair Samban, Director, Specialist Solution Consulting at Pegasystems. Yair has used his profile and LinkedIn presence to post his opinions on the current situation in Ukraine. This is a sensitive topic for many and so, in this episode, we discuss how to post on such topics with empathy and discuss Yair's practical processes around writing such posts.

You can connect with Yair through LinkedIn here - https://www.linkedin.com/in/yair-samban-31a69113/ 

**Trigger Warning - We touch on some sensitive topics and an area Yair is passionate about, the war in Ukraine.**

Join Adam, Don and Tom as we discuss your next career step.

Are you in the right place to achieve your goals? If so, then stay! If not, there's a world of opportunity out there ready for you to grab. But why do we move, what are the motivations and where do we go? How do we map what we do and who do we talk to?

What's more, hear some stories about reasons NOT to move!

As ever, we'd love your feedback, and if you have a specialism or area of interest you'd like to discuss, please do reach out and come and join us on an episode!

Please do leave us a review on your favourite podcast platform, share with your colleagues and network and help us start a conversation!

Join Adam and Tom as we discuss the environmental impact of PreSales. We'll discuss topics such as;

• Sustainability vs environmental impact
• Recognition of environmental issues as a key business driver
• A prospects impression of PreSales and our environmental impact
• Sustainability as a staff retention tool
• How big is the average PreSales professionals environmental impact
• What can we do to change?
• Calculate your own carbon footprint

As ever, we'd love your feedback, we're not experts in these topics but we research and explore before we hit record out of a natural curiosity for the subject. If you have a specialism or area of interest you'd like to discuss, please do reach out and come and join us on an episode!

Please do leave us a review on your favourite podcast platform, share with your colleagues and network and help us start a conversation about how we can be more sustainable as a profession.

Join Don and Adam for this episode of 2PIAP as we explore the virtual world. Just what is virtual reality to the professional world and how can we take our first steps to embrace it.

We discuss the tech, the advantages, disadvantages and the obvious moral issues surrounding a virtual presence.

Things are moving fast in this space, they've moved since we recorded this no doubt, but we'd love your opinions and feedback so please do reach out to us.

Remember to give our LinkedIn page a follow, give us a review on your podcast platform and maybe share one of your favourite episodes with someone in your network.

Thanks for listening! :)

Adam, Don, Mark and Tom are joined by good friend of the show, Todd Janzen, Global Vice President Solution Engineering Q Branch, Salesforce.

Todd is a thought leader in modern PreSales processes and in this episode, we explore the idea that there is no going back to how we used to work, how we used to sell, and how buyers used to buy. This episode is thought provoking, challenging, and should make us all question how equipped we are in our methods to support our buyers in how they want to buy in 2022!

If you'd like to connect with Todd, his LinkedIn profile link is here - https://www.linkedin.com/in/toddjanzen/

If you're enjoying the podcast, leave us a review, tell a colleague and help us grow this platform. The more people listen, the more opinions and contributors we have, the more we elevate our profession and as a podcast, we can give back to the fantastic PreSales community.

Join Don, Adam and Mark as we welcome Steffen Müller to the show.

This episode hits hard and hits close to home. Monday of this week was "Blue Monday", the saddest day of the year. We know the pressures that come with life as a PreSales pro, or scratch that, a professional in general.

It's time to ask everyone the question..... "How do you feel?"

This is the episode everyone needs to hear, even if it makes people a little uncomfortable, it's time to support each other and talk about how we feel without the "yeah i'm ok" typical response. It's OK not to be OK and all of us here on the show are here to support anyone who needs to talk.

Join Don, Adam, Mark, Tom and friend of the show Peter Cohan as we dust off the crystal ball and make some predictions for 2022!

In this episode we'll discuss;

• What was the over used word of 2021, and what's the next over used word?!
• Key trends moving into 2022
• An outstanding individual recital of a poem crafted by Peter
• a motivational talk from Adam

All of the above and more in this episode.

Thank you all for your support and listening through 2021, Here's to a healthy, happy and successful 2022.

Take care, stay safe and join us next year to see if the predictions come true!

Join us in episode 43 with Semir Jahic of Clari! In this episode we are joined by Semir to discuss what it's like to work in PreSales at a hypergrowth organisation. 57% of our listeners said they'd prefer to join a hypergrowth organisation over an established industry leader. In this episode we discuss;

• How do you recruit well..... all the time!?
• How can you leverage your LinkedIn profile?
• What personal traits are required to keep pace?
• The challenges of balancing work and home life?
• Avoiding burn out!

Semir LinkedIn: https://www.linkedin.com/in/jahic/

Hybrid meetings are becoming more normalised as the world unlocks at various paces across different geographies.

Join us in episode 42 as we discuss this and other topics with Peter Cohan to really understand the advantages and pitfalls of a hybrid demo.

• What is a hybrid meeting?
• Are there advantages of fully remote meetings?
• Is been on site with a prospect a competitive advantage?
• Will remote meetings be the default as we exit the pandemic?

Huge thanks to Peter for joining us on the show. Please do give our LinkedIn page a follow and reach out to us with your feedback.

Join us for this episode as we get to know the man, the myth, the legend that is Ramzi Marjaba!

Ramzi is the founder and host of the PreSales/SE specific podcast, We The Sales Engineers.

Ramzi was a pioneer in starting and maintaining an SE specific podcast that now has over 180 episodes, and a thriving youtube channel. Ramzi was one of the inspirations behind us starting 2PIAP and so join us as we get to know why he started his podcast and what keeps him going with new episodes.

Ramzi LinkedIn - https://www.linkedin.com/in/ramzimarjaba/

We The Sales Engineers - https://www.linkedin.com/company/wethesalesengineers/

YouTube - https://www.youtube.com/c/WeTheSalesEngineers

John Care discusses how demand from his clients meant a one-to-many approach was needed to get his and Chris Daly's revolutionary message out to the presales world.

The Sales Engineer Manager's Handbook is a massive hit, so to hear the background and meaning behind his passion is a lucky opportunity we couldn't pass up! Come and join us for an awesome conversation with John.

Who better to tell us about great slides and crazy powerpoint skills than "The Prezenter", Russell Anderson-Williams!

In this episode, Russ opens our minds to the latest and greatest Powerpoint and Prezzi tips and tricks. We go through the A to Z of presenting and talk about the technological advancements in presentation software.

How many of our "presentation crimes" are you guilty of?

Links:

Russ LinkedIn: https://www.linkedin.com/in/powerpointdesigner/

The Prezenter Portfolio: https://theprezenter.com/portfolio/ 

Garin Hess, CEO of Consensus joins Mark, Tom and Don to discuss DQLs (Demo Qualified Leads) and how understanding them is revolutionising presales impact to buyers, and to sales cycles.

Last time we chatted in Episode 16 buyer enablement was hotting up and the presales industry was booming. Well now it's accelerated fast than ever so stopping unqualified, wasted demos is more important than ever.

We cover what a Demo Qualified Lead actually is, how to introduce it into your sales operations and what value it brings to your presales teams, ever stretched to do more.

Thanks Garin for coming on - it's always fun chatting with you!

As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support.

Show links:

LinkedIn https://www.linkedin.com/in/garin-hess-0017a0/

Website - https://www.goconsensus.com/ 

This week we are joined by returning guest and master of presales recruiting, John Hodgson!

John joins Adam and Don to talk specialist presales recruitment. Last time we chatted, the job market was unfreezing - now there's a huge demand and presales is the hottest place to be with loads of opportunity for those who catch the right jobs.

What is career progression? Why are people moving right now? Is it always the management track or bigger/more meaty opportunities? Are you looking for candidates in the right places? The answers to this and more in this weeks show.

As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support.

Show links:

LinkedIn https://www.linkedin.com/in/hodgsonjohn/

Article: https://www.linkedin.com/pulse/evaluating-job-offer-candidate-side-due-diligence-john-hodgson/

Website - https://www.brightdynamics.co.uk/

In this episode we unpack the concepts of digital PreSales, why it should be on your radar, what it is (and isn't) and why it's something to embrace rather than be afraid of it's impact on your role.

Adam, Don, Tom and Mark discuss the above topics as well as the brilliant Digital PreSales Impact Model (DPIM) that co-host Mark Green recently published. you can reference the DPIM here https://www.mark.technology/dpim.

Any comments or thoughts please do reach out to us and as always thanks for listening. Share with your friends, colleagues and contacts and please do give our linked in page a follow.

In this episode we are joined by Melanie Benham, Solution Engineering Director Cloud Systems at Oracle (https://www.linkedin.com/in/melaniebenham/).

Melanie shares a deeply personal, moving and inspiring story for anyone working in tech on how you define and reach your goals.

Melanie shares her tips on the importance of setting goals, why personal development matters, and how to reserve time to make sure you achieve your goals.

The journey to director at a tech company isn't easy. Melanie's story shows that you can make it happen, overcome adversity and use the challenges life sends your way as fuel to achieve everything you want in life and more.

Please do let us know if you'd like to join us on the show and share this episode with someone who may need to hear this right now, even if they're not in PreSales.

Thanks as always for listening and huge thank you to Melanie for sharing your story with the audience.

This week we welcome Melissa Peel to the show (https://www.linkedin.com/in/melissapeelavnio/)

Melissa joins us to share her vast experience of the bid process and why it matters to prospects, PreSales and the organisations we represent.

We cover lots of ground in this episode;

• Are responses legally binding?
• Are answer banks a good idea? 
• When should responses/documents be completed?
• What is the difference between RFI, RFP and RFx?
• ......and muh more!

Join us as we explore the world of bid management with Melissa in this weeks show. As always please share the show with your colleagues and network and please do reach out to join us on an episode and chat through a topic you feel passionate about.

Thanks for listening!

Everywhere you look, companies are hiring PreSales professionals right now! It's an in demand role so just where do we look for talent to fill roles? How do you stand out as a candidate to get the role you want?

If you're an individual contributor, what do we look for in candidates when recruiting? If you're a leader, do you promote internally vs externally? Do you take industry or technical experience?

All of the above and more in this weeks episode.

We're all happy to review any CV's that you have if you're currently job hunting, please do feel free to reach out to any of us. We've helped a few listeners get roles.

Please reach out with feedback, show ideas, or if you'd like to be on the show. As ever, please follow our LinkedIn page for updates and share with your connections so we can grow and give more back to the community.

This week we are joined by the oracle of PreSales, Peter Cohan!

Peter joins Adam, Don and Mark to talk vision generation demos. This is a topic that is hot in PreSales right now. It's also got huge benefits if you embrace this topic and can drastically improve your results.

How do you avoid average repetitive demos? How does discovery fit with vision generation demos? What is Peter's favourite thing about UK restaurants?! The answers to this and more in this weeks show.

As always, share with your friends and colleagues, follow the LinkedIn page, and give us a review on your favourite podcast platform. We really do appreciate your support.

Show links;

Peter Cohan - https://www.linkedin.com/in/petercohan/

Great Demo - https://greatdemo.com/

Newsletter - https://greatdemo.com/great-demo-blog/

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.

We'd love your opinions on this topic so please do drop us a note on linked in, and follow the podcast page on LinkedIn for a follow up poll.

Thanks, have a great week and see you next episode!

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.

We discuss our favourite mind mapping tools, how to get started, and some practical tips for this often overlooked technique.

It was fantastic to get to know Mark more, and his vast experience really shines through in this episode. If you'd like to connect with Mark, his LinkedIn profile can be found here https://www.linkedin.com/in/markmckinlay/

As always, thanks for listening, please do review the show and share with your colleagues.

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.

Come join the usual friendly chat to find out our top-tips for personal branding and don't forget to message us your ideas on LinkedIn!