From Technical Win to Buying Decision: How Presales Creates Real Deal Progress

​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.