Nikhil Sarma

Nikhil Sarma, founder of GTM Solutions Consulting and a presales leader with over 20 years of experience, dives into the complex world of customer indecision. He reveals how economic pressure and a crowded marketplace heighten buyer caution. Nikhil discusses the crucial differences between value clarity and organizational issues. He emphasizes the need for financial fluency among presales teams and advocates for de-risking implementation as a key to closing deals. Practical strategies like collaborative whiteboarding to build consensus also take center stage.