Art Fromm is the Founder of Team Sales Development, helping client-facing teams, especially SEs and AMs, to focus on client success by being more consultative and strategic as a team. Art is a dynamic speaker and workshop facilitator who equips sales teams to boost revenue, win rates, margins, and client satisfaction. With a career spanning engineering, software, and sales leadership, he brings deep industry insight and proven strategies. As the founder of Team Sales Development, Art has helped B2B companies transform their sales results, in one case boasting a 22% increase in bookings and a 16-point increase in win rate. His engaging seminars and workshops are backed by real-world success and two decades of client trust. Art’s practical experience and results-driven approach make him an impactful speaker and facilitator for organisations looking to elevate their sales performance.

• In this episode, Art Fromm talks about his book “Making SEAMless Sales”, which reflects his unique journey and learnings through multiple roles, including presales and sales. Art had been collecting notes from his learnings and the many workshops that he conducts for his clients. He realised that while the workshops were high touch, many more could benefit from the learnings, which is why he decided to write a book.
• In this episode, Art discusses the buying process and why it is critical to making a sale. Since the buying process involves many stakeholders and decision makers, it is crucial to understand how to get buy-in from the various parties involved, and the corresponding roles of sales and pre-sales teams in ensuring success, as well as customer success.
• Art explains how in the world of subscription buying, revenue earnings have changed from a one-time sale situation to continuously ensuring customer happiness to keep earning revenue. These and many other important selling fundamentals are discussed in this episode.

Run time – 00:56:11 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Art Fromm:

Email: info@teamsalesdevelopment.com

LinkedIn: https://www.linkedin.com/in/artfromm

Published Book: https://teamsalesdevelopment.com/making-seamless-sales-book/

Articles and Events: https://teamsalesdevelopment.com/articles-and-events/

Website: https://www.teamsalesdevelopment.com

Facebook: https://www.facebook.com/TeamSalesDev

Instagram: https://www.instagram.com/teamsalesdevelopment/

YouTube: https://www.youtube.com/@TeamSalesDevelopment

Twitter: @teamsalesdev

Ramli “RJ” John is the founder of Delight Path and author of the bestselling book Product-Led Onboarding. With 40,000 copies sold worldwide, his book has become the go-to guide for thousands of B2B leaders looking to build an onboarding strategy that turns their users into lifelong customers. Ramli has worked with companies such as Zapier, Leadpages, Appcues, Vidyard, Bynder, and other fast-growing B2B companies to level up their onboarding experience.

He lives in Toronto, Canada, with his wife Joanna, their two-year-old toddler Zane and their 5-year-old dog – Ro.

• In this episode, Ramli John talks about his latest book, “Eureka”, which is about crafting the perfect Onboarding experience in the B2B context. He discusses his process of writing the book, and how he not only got feedback from an early readers’ club but also buy-in from the group because it was a paid exercise.
• He discusses the three pillars of successful B2B onboarding, and how success must be defined under various circumstances, and even though the core idea remains customer success, how the customer will ultimately measure success in terms of functional, social and emotional success, and the internal frictions that hinder such success.
• He explains “Everboarding”, where companies are continually onboarding customers onto newer features, or even newer products, i.e. upselling or cross-selling. He imagines a world of hyper-personalisation through AI, and believes that the possibilities are limitless, although there is reason to be scared of the world that is coming.

Run time – 00:59:10 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar

Links for Ramli John:

Twitter: https://twitter.com/ramlijohn

LinkedIn: https://www.linkedin.com/in/ramlijohn/

Appcues: https://appcues.com/

Book Links:

Product-Led Onboarding

Details: Released June 8, 2021

Book website: http://onboardingbook.com/

Amazon + Kindle: https://amzn.to/3csEb8h

Tahira Endean is the Author of Intentional Event Design, “Our Professional Opportunity” and Our KPI is Joy, Using Live Events to Catalyse, Happiness, Productivity and Trust. She is also the Co-founder of Strategy Table – helping companies Transform Team Dynamics Through Expert Meeting Facilitation.

Tahira is a curious event designer and education curator for the MICE industry. She is passionate about global travel, intentional event design and the integration of technology into our lives and events to enhance the human experience. Tahira wore her “Association Hat” as Head of Events for SITE from 2019 through the pandemic and until we returned to events fully in 2023. Change is inevitable, and in 202,3 Tahira put her passion for life-long learning into practice to earn an MSc in Creativity and Change Leadership. Tahira continues to educate the next generation, teaching Event Strategy and Design at the British Columbia Institute of Technology.

Deeply committed to the industry, Tahira has been recognised for a range of contributions, including 2022 Influencers with Northstar Meetings, SmartMeetings – Women in Meetings Visionary (2021), MeetingsToday Top 20 Trendsetter (2018), a MeetingsNet Changemaker (2016), the MPI BC Chapter Mentor of the Year (2018), among others. In 2015, Tahira was inducted into the Meetings Canada Hall of Fame in the Big Idea category.

Driven by a fascination with what we are learning about neuroscience and the power of the five senses to enhance memory, knowledge retention, and improve connections, she is continually seeking appropriate ways to design the most relevant incentive, meeting and event environments.

Tahira also loves travel, cooking, time with her family, and anything with bubbles!

• Tahira speaks to Subhanjan about why humans connect and that the experience of attendees and participants at events should be the paramount criterion for event design. Ultimately, people want to connect and experience empathy and joy at such gatherings. This is the subject of her book “Our KPI is Joy”.
• Events are costly, and when organisers plan them, they typically look at factors such as display effectiveness, website functionality, technological efficiency and a host of other such criteria. But they ought to spend at least a tiny amount of their resources on thinking about the human experience.
• The customer journey starts with the anticipation phase, when they start packing for the journey to the event. Great events should make the arrival, the registration, and the welcome- all of these memorable experiences for the attendee. After all, out of three or four-day events, most people tend to remember only six minutes of the entire engagement after a while.

Run time – 01:02:18 mins.

Links for Subhanjan

subhanjan@pitch.link

https://www.linkedin.com/in/subhanjansarkar