EP 281 Better B2B Sales Start with Sales and Presales Working Together
How to help B2B buyers work through risk, build internal support, and move toward a confident decision
Art Fromm is a sales development and enablement expert and the author of *Making SEAMless Sales*. His career includes experience as a buyer and implementer of technology, followed by roles in sales, presales, management, and sales enablement. His work focuses on helping B2B sales and presales teams understand their buyers, work together more effectively, and support customer success.
A buyer can see the value in your solution and still decide to do nothing. In this episode of Thrive Radio, I talk with Art Fromm about what happens between interest and a buying decision. We explore how sales and presales can work together to understand the buyer’s concerns, connect technical capabilities to business outcomes, and make the path to implementation clearer.
In this podcast you will learn:
- Why a buyer can see value and still choose to wait.
- How sales and presales can create a shared customer story.
- What business and technical stakeholders need to decide.
- How to help a champion make the case internally.
- Why perceived risk can outweigh an attractive outcome.
- What discovery can reveal beyond product requirements.
- How implementation support can build buyer confidence.
- Why more marketing may leave the real sales constraint unresolved.
CONNECT WITH ART HERE
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