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Presales teams are very good at helping their clients understand the solution. But understanding the solution is not the same thing as making a buying decision. The session will teach SEs how to recognize the difference between: Sales activity → Technical progress → Buyer commitment → Buying decision. And, critically, how to use discovery, demos, value, stakeholder engagement and technical validation as steps in the client's decision process, rather than as disconnected presales activities.
"Are you helping the buyer make progress, or are you just completing presales activities?"
As always, this quarterly workshop is complimentary for Pro+ members and exemplifies the high-caliber learning experiences we curate exclusively for our community.
Art Fromm brings a real-world perspective to complex B2B sales. Shaped by 35+ years of experience in customer, presales, sales, sales leadership, and enablement roles, Art helps sales teams reduce “Do Nothing” outcomes by creating clarity and buyer commitment that move decisions forward - increasing revenue, margins, win rate, and client success.
Through practical, outcome-driven keynotes, workshops, and CRM Apps within the SEAMless Sales® portfolio, Art delivers proven results for sales transformation.
Art is the founder of Team Sales Development (TSD), author of the Amazon bestselling book Making SEAMless Sales, and host of the Making SEAMless Sales podcast.
