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.