The Hidden Revenue Leak
Why Sales and Presales Lose Deals Before the Demo Even Starts
Revenue teams rarely lose deals due to product gaps or a lack of enthusiasm from the sales team. They lose deals long before the demo even starts. The revenue leak comes from something most sales leaders overlook: the disconnect between sales, presales, and customer success.
Buyers expect one unified team. Too often, they experience at least three disconnected motions.
When sales run with partial qualification or discovery, presales is forced to uncover information in front of the buyer. When customer success is introduced too late, adoption suffers. When everyone gathers information independently, buyers repeat themselves, and confidence drops.
This results in stalled deals, inaccurate forecasts, late surprises, and customers who never realize full value.
This is avoidable.
The eBook Hidden Revenue Leak: Why Sales and Presales Lose Deals Before the Demo Even Starts shows how alignment across the entire revenue team increases win rates and revenue, reduces friction, and builds stronger customer relationships.
The guide introduces the SEAMless Sales® framework and explains why every complex deal requires two closes: the Business Close and the Technical Close. When executed in sync, buyers are happy, deals move cleanly, and sales results improve – some studies show by as much as 38%.
Here are three practical tips from the eBook:
1. Replace handoffs with handshakes.
A handoff suggests one team is finished. A handshake signals partnership. Key deal moments should involve both sales and presales confirming clarity and strategy together.
2. Use one shared discovery framework.
Collect the right information once and make it visible to everyone. When sales and presales work from the same data, demos improve, competitive strategy becomes stronger, and forecast risk drops.
3. Bring customer success in before signature.
Early involvement sets accurate expectations and accelerates time-to-value. Customers adopt faster when the post-sale team understands the goals and commitments made during the sales cycle.
If you want a clear path to tighter alignment and a better buyer experience, this guide will help you rethink how your team operates and how your customers experience you.
Studies by Salesforce, PreSkale, SiriusDecisions, Dock.us, & other publications show that a strong AM-SE partnership can have 15% – 38% higher win rates compared to those who don’t.
