Presales Podcast by Presales Collective Presales and Sales Working Together SEAMlessly with Art Fromm
Sep 25, 2025
In this discussion, Art Fromm, a sales enablement expert with over 25 years of experience, shares key insights on bridging the gap between presales and sales teams. He highlights the significant 37% performance gap when these teams are misaligned and emphasizes the importance of discovery over rushing into demos. Art advocates for a shift towards creating value perceptions rather than merely showcasing features. He also stresses empathy and understanding each role's drivers to foster stronger partnerships that enhance client success.
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Align SEs And AMs To Unlock Revenue
- SEs and AMs operating in silos leave ~37% of sales outcomes on the table.
- Art Fromm argues aligning them delivers substantial revenue improvement without new tools.
One Rep Learned To Stop Rushing Demos
- Art remembers a sales rep who learned to avoid rushing to demos and instead prepared discovery.
- That approach turned one-shot pressure into repeatable success for both SE and AE.
Qualify Before You Demo
- Do discovery and qualification before demoing to avoid relying on luck.
- Ask the right questions so the demo shows only what the buyer needs and advances the sale.
