Welcome to the TSD Newsletter Archive. Here you’ll find previously published newsletters from Team Sales Development, featuring company updates, events, media highlights, and insights from Art Fromm. Our newsletters are designed to share practical ideas, celebrate milestones, and keep our community informed about what’s happening across TSD, including SEAMless Sales® thought leadership, webinars, podcasts, and…
DetailsThe Hidden Revenue Leak Why Sales and Presales Lose Deals Before the Demo Even StartsRevenue 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,…
DetailsSales and Marketing Magazine Article by Art Fromm: If Your Sales and Presales Teams Aren’t Aligned, You’re Leaving Revenue on the Table June 23, 2025 In many B2B organizations, sales and presales teams operate in silos — leading to misalignment, stalled deals, and missed revenue opportunities. In this article Art highlights ways that the SEAMless…
DetailsFive things you need to be a highly effective leader during turbulent times | Featuring Art Fromm April 19, 2025 We’re proud to share that Art Fromm, founder of Team Sales Development Inc. and author of Making SEAMless Sales, was recently featured in Authority Magazine as part of their series on “Five Things You Need…
DetailsReady to Sell Smarter? Utilize the Power of Proper Qualification and Discovery! Before delivering a successful demo, presentation, or POV, thorough discovery is essential. While it’s tempting to jump straight to showing off your product, understanding the client’s needs is key. Lack of proper discovery often frustrates sales teams and clients, leading to ineffective demos.…
DetailsOne of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they can! The article discusses the relationship between Sales and Presales professionals, highlighting the importance of mutual trust and collaboration for successful outcomes. It acknowledges that while clients often trust Presales, there…
DetailsWhat’s in this article for you? The article discusses the importance of understanding Critical Business Issues (CBIs) in sales. CBIs are the specific objectives that individuals or organizations are at risk of not achieving. It explains that CBIs are different from general problems or reasons and are more closely tied to measurable objectives. The article…
Details“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint? What strategies and positionings are appropriate and how do you frame your demos for the range of renewal and expansion situations? We’ll…
DetailsHave you ever been in a situation where: a. You find yourself in front of participants about which you know nothing of their needs or interests – and they’ve been promised a demo…b. You are asked to join a web session, right now, and the salesperson says, “They asked to see a demo…”…
DetailsEscape the tyranny of traditional demos! If you’ve ever felt overwhelmed by the amount to cover, struggled to engage your participants, or ran out of time before showcasing the best features – you’re not alone. Traditional demos can be a trap, forcing you to cram in as much as possible, leaving your participants confused and…
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