Techniques for Mutual Success – University at Buffalo November 13, 2024 | 12:00 Noon – 1:00 PM EST Understanding Negotiation Styles Explore the Distinctions Between Negotiation Styles. Gain a clear understanding of the different negotiation styles, from competitive to collaborative, and how each approach impacts the negotiation process. Learn how to identify your own style…
Achieving SEAMless Sales – Mastering the Art of Presales and Sales Collaboration August 22, 2024 | 8:00 AM Pacific Time Are you ready to revolutionize your approach to sales? On Thursday, August 22, at 8 a.m. PT, as part of the Great Demo! Never Stop Learning Webinar Series, Paul Pearce, Peter Cohan, and Art Fromm…
10 Hours of CEOs Giving Practical Sales & Marketing Tips Art was honored to be invited by Isaac from ManyMangoes 🥠to participate in the prestigious MangoMajic Series “10 Hours of CEOs Giving Practical Sales & Marketing Tips” on July 1st. The event took place from 2 AM until 12 Noon Eastern time – 10…
2024 Sales Engineering – Compensation & Workload Report July 31, 2024; 11:00 AM Eastern Join Art and the panel on this webinar to explore the Insights from the 2024 Sales Engineering Compensation and Workload Report Dive deep into the findings of the 2024 Sales Engineering Compensation and Workload Report. This comprehensive analysis provides crucial insights…
DEMOFEST Buyer Enablement – Virtual Conference Art Fromm and 50+ other thought leaders presented at DEMOFEST May 21 – 23, 2024. Art’s presentation was May 21st at 11:00 AM Eastern. Calling all client-facing roles including presales, sales, and customer success as well as buyer enablement, sales management, and sales enablement teams! This is your invitation to…
Workshop Objectives: Use a framework to create and deliver improved solution presentations. Increase deal size and/or sell additional products/services. Reduce cost of sales by using demos judiciously. Increase existing subscriptions and renewals. Improve demonstration quality and effectiveness. Establish clear objectives for each demo. Improve communication, preparation, and follow-up between SEs and AMs. …
Podcast with Don Carmichael and Art Fromm Key Takeaway: * Collaborative Engagement:Â Highlighting the importance of collaboration between sales and pre-sales teams for successful outcomes.* Team Approach:Â Emphasizes the necessity of aligning sales and pre-sales efforts as a unified team rather than separate entities.* Client Trust:Â Discusses the inherent trust clients have in pre-sales, contrasting it with skepticism…
 The ripple effect of poor Qualification and Discovery can be avoided when Presales, Sales, and Management align and execute together better. Presales & Sales alignment supports common goals. Management and Enablement need to properly train, equip, and support SEs to leverage their potential and elevate recognition and influence. There is plenty that is in…
One 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…
Webinar Did you know that in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and enablement ONLY focus on EITHER Presales OR Sales – almost never together as a functional team, and as a result PRESALES are…