Breaking Sales Silos to Win Complex Deals with Art Fromm скачать в хорошем качестве

Breaking Sales Silos to Win Complex Deals with Art Fromm

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Art Fromm, founder of Team Sales Development, to explore why sales, pre-sales, and enablement misalignment continues to derail complex B2B deals. Art shares lessons from his journey from engineering into sales leadership and enablement, explaining how silos form, why qualification breaks down, and why focusing on sales stages instead of the buyer journey causes stalled deals and missed targets. Together, they unpack why closing is no longer the real goal in modern SaaS selling and how commitment to consume drives real success. In this episode, you’ll learn: 🔹 How sales, pre-sales, and enablement roles should work together 🔹 Why internal sales stages hurt buyer alignment 🔹 How better qualification reduces late-stage losses 🔹 Why commitment to consume matters more than closing 🔹 How earlier collaboration improves adoption and growth 🔔 Subscribe for more conversations on complex B2B sales, leadership, and building high-performing revenue teams. YouTube Chapters 00:01 Introduction and Art’s background 05:56 Defining sales, pre-sales, and enablement 12:34 How silos form between sales and pre-sales 22:15 Aligning to the buyer journey instead of sales stages 32:15 Why closing is no longer the real goal 41:16 Final thoughts on breaking silos in complex sales