Misalignment between presales and sales stalls deals and creates unnecessary friction for your sales team and the client, resulting in up to 38% lower win rate compared to organizations that are aligned, according to recent studies*. If you are in presales, sales, sales management, or sales enablement and you’d like your team to increase revenues, win rate, margins, client satisfaction, and stay competitive, this show is for you! Why The “Making SEAMless Sales” Show Matters Getting presales and sales to perform optimally and work together seamlessly is one of the least explored or addressed frontiers of sales performance, as it is a very challenging endeavor, as laid out in Art’s book of the same name, “Making SEAMless Sales.” When sales teams are misaligned, deals stall, clients disengage, and results suffer. When sales teams align, win rates increase, margins grow, and client satisfaction soars.On this show, Art Fromm, President and Owner of Team Sales Development Inc.(TSD), a
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Making SEAMless Sales is a business podcast hosted by Art Fromm, with 12 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.
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Art Fromm hosts Making SEAMless Sales, a business show with 12 episodes published.
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Episode #12
Mastering the Presales-Sales Handshake **Plus Special Tribute Section By Art**
Oct 23, 202558 minS1
<p>"🚨 Are your SEs treated like “Order Takers” instead of “Value Creators”?</p><p>In this episode of Making SEAMless Sales, John Care and Art Fromm address why so many sales teams struggle to become more strategic and consultative — skipping qualification or skimping on discovery, and wondering why they so often lose to Do Nothing Incorporated — and how SE leaders can stop the cycle for good.</p><p>💡 You’ll learn:</p><p>✅ The hidden cost of poor Sales–Presales handoffs.</p><p>✅ Frameworks that connect solutions to measurable business outcomes.</p><p>✅ How SE managers can turn client interactions into moments of business imp...
<p>If you’ve ever nailed the demo, earned the “technical win,” and still lost the deal — this conversation is for you.</p><p><br></p><p>Art and Nikhil will explore:</p><p><br></p><p>✅ Why traditional frameworks like BANT or MEDDIC often stop short of uncovering the buyer’s true “why.”</p><p><br></p><p>✅ How to map stakeholder value from functional pains to business outcomes using Nikhil’s Value Discovery Map.</p><p><br></p><p>✅ How joint discovery across presales and sales creates alignment, consistency, and faster deal velocity.</p><p>➡️ When sales teams stop discovery too early...
Bridging the SDR–Sales–Presales Gap to Drive Revenue Growth
Oct 9, 20251h 2mS1
<p>🔥 Deals don’t only fall apart because of the competition — they often fall apart because of what happens (or doesn't) inside the sales team.</p><p><br></p><p>In this week's episode of Making SEAMless Sales, I’m joined by Yumei Peterson, a dynamic sales leader who built and led top-performing sales teams at Palo Alto Networks, and now Cato Networks.</p><p><br></p><p>We dig into:</p><p>👉 Why SDR-to-Sales and Sales-to-Presales handoffs so often break down.</p><p>👉 The hidden cost of poor communication and missed context.</p><p>👉 How aligned teams create faster deal velocity and...
Great Demo! Great Collaboration: Aligning Presales and Sales for Impact
Oct 2, 20251h 1mS1
<p>❓ Have you ever seen (or delivered) a bad demo? In this episode Peter Cohan, renowned author of Great Demo! and Doing Discovery, shares decades of hard-earned wisdom on how to transform demos, discovery, and presales/sales conversations into powerful tools for winning business.</p><p><br></p><p>Here’s what you’ll walk away with:</p><p><br></p><p>🔍 Master the Art of Discovery – Learn how to go beyond superficial questions and uncover the real problems your prospects care about, so your demos resonate instead of missing the mark.</p><p><br></p><p>📊 Speak the Language of Business –...
From Green to Seasoned - All Things Enterprise Sales
Sep 25, 20251h 3mS1
<p>🎙️In this episode, Jerry Timmis takes us back to his early days as a new Account Manager, when he and Art faced a high-stakes opportunity with a major client—an experience that became a cornerstone story and inspiration for Art's Making SEAMless Sales book, now celebrating its one-year anniversary, and helped shape Jerry's career as a successful Account Executive at Oracle and Salesforce.</p><p><br></p><p>✅ Learn how to win even when you’re late to the deal. We’ll share the Smiths Industries story from the book—how shifting from a rushed demo to a discovery-first approach change...
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