| Podcast: Bits About Books – Episode 108 |
| Runtime: 56 minutes |
In this interview, Subhanjan asks Art about:
- The inspiration behind Making SEAMless Sales.
- Why understanding the buyer’s process is critical in modern B2B sales.
- How Sales and Presales teams can better align to support complex buying decisions.
- The shift from one-time sales to long-term customer success in subscription-based models.
- Why cross-functional trust and communication are essential to winning complex B2B deals.
🎧 Available on iTunes, Google Podcasts, Spotify, Stitcher, and all major podcast platforms.
Key Themes from the Episode
From One-Time Sales to Ongoing Value
Art explains how subscription-based buying models have changed the nature of selling. Success is no longer defined by closing a deal—but by continuously delivering value and ensuring customer satisfaction.
Sales & Presales Working as One Team
The episode highlights the importance of SEs and AMs operating as partners, not silos, to address stakeholder concerns, guide buying decisions, and solve real customer problems.
Understanding the Buyer’s Journey
Art emphasizes that modern buying involves multiple stakeholders. Winning requires a shared understanding of the buyer’s process and coordinated execution across sales roles.
👉 Listen to the Full Episode
Gain practical insights into building high-performing Sales and Presales teams.
📘 Explore the Book: Making SEAMless Sales
Learn how Sales Engineers and Account Managers can work together seamlessly to drive long-term success.
