Solutions Engineered for ICs, Leaders, and Organizations to Thrive
Break into presales with a 10-week online, cohort-based course. Students receive:
- Interactive online curriculum with hands-on projects
- Unmatched support with personal mentors, coaches and advisors
- Ongoing career services to secure a presales job
- Access to the largest presales professional network
Increase your impact, connect with leading practitioners, and accelerate your career. Membership is free and includes:
- 50+ online and in-person events
- The largest presales knowledge base on the internet
- Slack community with 15,000+ presales pros
- 1:1 Member Connections
- And so much more!
Hone your customer-facing skills in a 4-week online, cohort-based course covering:
- Master presales discovery, demoing, and objection handling
- Uncover nuances like storytelling, rapport building, and identifying core needs
- Create a complete toolkit to excel in presales customer engagements
- And more!
Increase your impact, connect with leading practitioners, and accelerate your career. Membership is free and includes:
- 50+ online and in-person events
- Slack community with 15,000+ presales pros
- The largest presales knowledge base on the internet
- 1:1 Member connections
- And so much more!
PSLC is the preeminent community for presales leaders (managers, directors, VPs). Membership includes everything in free membership, plus:
- Exclusive in-person events and dinners
- Private Slack channel with 350+ presales leaders
- Priority selection for speaking and writing opportunities
- Monthly leadership roundtables
Enable presales excellence at scale with best-in-class onboarding and leader training programs:
- For ICs, our programs help them hone skills in discovery, demoing, and objection handling within the unique context of presales
- For Leaders, our programs coach how to bring process to performance, maximize resources, and scale and sustain a team
Build an exceptional presales organization. Here's how we help:
- Advertise open roles on our job board
- Browse candidates in our talent network
- Join our Presales Academy career fair
Enable presales excellence at scale with PSC's best-in-class training programs for:
- For ICs, our programs help them hone skills in discovery, demoing, and objection handling within the unique context of presales
- For Leaders, our programs coach how to bring process to performance, maximize resources, and scale and sustain a team
Showcase your solutions to the largest community of presales professionals. Here's how we engage with sponsors:
- Speak at PSC events
- Sponsor dinners with presales executive leaders
- Co-write thought leadership pieces with us.
- Guest star on the PSC podcast
PSC members
PSC helps members increase their impact, connect with leading practitioners and accelerate their careers through professional development, tactical resources, and countless opportunities to engage with other members.
- Slack community of 15,000+ presales pros
- Live events & industry summits with visionary leaders
- Best-in-class articles, reports, and templates
- Job board with the best jobs in presales
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Shaping Decision Confidence and Overcoming Customer Indecision with Nikhil Sarma
In this episode, Jack Cochran and Matthew James are joined by Nikhil Sarma, Founder of GTM Solutions Consulting, to explore why customer indecision has become one of the biggest challenges in enterprise sales. They discuss the factors driving buyer hesitation, how to diagnose value clarity vs. organizational issues, and practical strategies for helping customers build the confidence to move forward. Nikhil shares frameworks for understanding stakeholder dynamics, the importance of financial fluency for SEs, and why de-risking the implementation is often more important than the technology itself.
Thank you to Storylane for sponsoring this episode. Get more information at https://www.storylane.io/
Follow Us-
Connect with Jack Cochran: https://www.linkedin.com/in/jackcochran/
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Connect with Matthew James: https://www.linkedin.com/in/matthewyoungjames/
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Connect with Nikhil Sarma: https://www.linkedin.com/in/nikhilsarma/
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Join Presales Collective Slack: https://www.presalescollective.com/slack
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GTM Solutions Consulting: https://www.gtmsolutions.co/
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The Jolt Effect Book: https://www.goodreads.com/book/show/61418641-the-jolt-effect
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The Challenger Sale Book: https://www.goodreads.com/book/show/11910902-the-challenger-sale
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Gartner Research on Buying Team Conflict
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The Factors Driving Customer Indecision in 2025
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Value Clarity vs. Organizational Issues
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Understanding Stakeholder Levels (Operational, Manager, Executive)
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Discovery as a Two-Way Learning Process
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Diagnosing and Building Consensus Across Buying Teams
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De-risking Implementation as a Differentiator
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Financial Fluency for Presales Professionals
00:00 Welcome 04:45 What's Changed about Customer Buying Behavior 09:50 The Jolt Effect and Challenger Sale Frameworks 13:56 Value Clarity Problems vs. Organizational Issues 20:03 Collaborative Whiteboarding for Discovery 25:17 De-risking Implementation Wins Deals 28:50 How to Connect with Nikhil
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Where Presales Professionals Connect, Grow, and Thrive
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