"🚨 Are your SEs treated like “Order Takers” instead of “Value Creators”?

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.

💡 You’ll learn:

✅ The hidden cost of poor Sales–Presales handoffs.

✅ Frameworks that connect solutions to measurable business outcomes.

✅ How SE managers can turn client interactions into moments of business impact.

If you’re in Sales, Presales, or Sales Leadership — this episode will change how you think about SE/AE/AM collaboration, discovery, and closing with confidence."

➡️ In this episode of Making SEAMless Sales, we’re cutting straight to the heart of one of the biggest roadblocks in complex B2B sales — the breakdown between sales and presales. Host Art Fromm is joined by John Care, the globally respected author of Mastering Technical Sales, to uncover why so many teams still stumble over the same handoff issues that cost them deals, trust, and millions in lost opportunity.

➡️ Together, Art and John explore why top-performing organizations are redefining the SE’s role — not as a demo resource, but as a strategic value creator who connects technology to measurable business outcomes. They’ll reveal what happens when SEs and AEs operate in silos, show to fix it through clear frameworks and aligned discovery, and the tangible results that follow when both sides move in sync — faster deal cycles, stronger client trust, and higher win rates.

If you’ve ever felt pressured to be too “technical,” this episode is your playbook for turning collaboration into competitive advantage.

👉 John Care LinkedIn: www.linkedin.com/in/johncare/

👉 Company: www.masteringtechnicalsales.com

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📗 Making SEAMless Sales Book: www.teamsalesdevelopment.com/making-seamless-sales-book/

💻 Making SEAMless Sales Livecast/Recording/Podcast Page: www.teamsalesdevelopment.com/12-week-podcast-series-on-talkradio-nyc/

📝 Feel free to submit your questions and sales challenges to Art at www.teamsalesdevelopment.com/contact-tsd/

If you’ve ever nailed the demo, earned the “technical win,” and still lost the deal — this conversation is for you.

Art and Nikhil will explore:

✅ Why traditional frameworks like BANT or MEDDIC often stop short of uncovering the buyer’s true “why.”

✅ How to map stakeholder value from functional pains to business outcomes using Nikhil’s Value Discovery Map.

✅ How joint discovery across presales and sales creates alignment, consistency, and faster deal velocity.

➡️ When sales teams stop discovery too early, even the best solutions can fall flat. In this episode of Making SEAMless Sales, host Art Fromm and guest Nikhil Sarma dig into one of the biggest blind spots in enterprise selling — the gap between the technical win and the business win. They’ll explore how sales and presales professionals can uncover what really drives a customer’s decision, connect the dots between business impact and individual motivations, and create buyer confidence that lasts well beyond the demo.

➡️ Drawing on his experience as a global sales coach and technology leader at Dolby, Optimizely, and Contentful, Nikhil shares how his Value Discovery Map helps teams move from pitching features to uncovering outcomes that truly matter. Whether you’re in presales, sales, or leadership, this conversation will challenge how you think about qualification — and show you how deeper discovery can transform not only your deals, but your customer relationships.

👉 LinkedIn: www.linkedin.com/in/nikhilsarma/

👉 Company: www.gtmsolutions.co/

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📗 Making SEAMless Sales Book Page: teamsalesdevelopment.com/making-seamless-sales-book/

💻 Making SEAMless Sales Livecast/Recording/Podcast Page: teamsalesdevelopment.com/12-week-podcast-series-on-talkradio-nyc/

📝 Don't forget to submit your questions for the "Dear Arty" segment, where Art addresses your sales challenges live! teamsalesdevelopment.com/contact-tsd/

Tune in for this informative conversation at TalkRadio.nyc or watch the Livestream by Clicking Here.

🔥 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.

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.

We dig into:

👉 Why SDR-to-Sales and Sales-to-Presales handoffs so often break down.

👉 The hidden cost of poor communication and missed context.

👉 How aligned teams create faster deal velocity and higher win rates.

➡️ In this episode, Yumei Peterson, a seasoned sales leader who built and led high-performing sales teams, shares how to fix one of the biggest hidden challenges in B2B sales — broken handoffs between SDRs, Sales, and Presales. Yumei brings her deep experience in sales leadership, enablement, and go-to-market strategy to reveal how alignment, communication, and shared accountability can transform internal friction into faster deals and stronger customer relationships.

✅ If you’ve ever watched opportunities stall because teams weren’t fully aligned, Yumei’s practical advice and proven frameworks will show you how to bridge those gaps, empower collaboration, and create seamless sales execution that drives measurable results.

www.linkedin.com/in/yumeipeterson/

📗 Making SEAMless Sales Book Info: teamsalesdevelopment.com/making-seamless-sales-book/

💻 Making SEAMless Sales Podcast Page: teamsalesdevelopment.com/12-week-podcast-series-on-talkradio-nyc/

📝 Don't forget to submit your questions for the "Dear Arty" segment, where Art addresses your sales challenges live, and to request Art's services for SKOs, Keynotes, Seminars, or Workshops! teamsalesdevelopment.com/contact-tsd/

Tune in for this informative conversation at TalkRadio.nyc or watch the Livestream by Clicking Here.