Leader Roundtable: Pre-Sales, Post-Sales, or Both? Drawing the Line on What Your Team Owns
Every presales leader eventually hits this question: how much of the post-sale motion should your team own, and when does that work start costing you deals?
This roundtable is for leaders navigating the boundary between pre- and post-sales — whether you're trying to pull your team back toward revenue generation, figuring out how to hand off work to a growing services function, or just trying to draw cleaner lines around what presales is actually responsible for. No right answer, just peers working through the same decisions in real time.
We'll discuss:
When post-sales work helps presales (and when it quietly holds the team back)
How to make the case internally for narrowing scope without losing influence
How to divide the work when a PS or services hire comes on board
What "just focusing on revenue generation" actually looks like in practice