The Friday After [10]

Show notes

🎙️ Live webinar May 21: Tim & Jan on building a PreSales team that drives revenue — not just demos. serockstars.com/webinar

Ava ran an uncomfortable experiment: she called all twelve of her SEs eight days after a two-day offsite training and asked one question — "Name ONE thing you've done differently this week because of what we learned." Three of twelve could answer. This episode is about why the Friday after is where enablement actually happens, and what SE leaders can do about it.

What Nate and Ava discuss

• The forgetting curve: 90% of unreinforced learning fades within a week
• Why we keep buying workshops — they're legible, you get a receipt, the team looks happy
• The retrieval principle: recall under real pressure is what moves a framework from short-term memory into actual skill
• Why the manager must pick the deal for the post-training review, not the SE
• How the same principle applies to negotiation, discovery, and any other training — not just deal reviews

The move

Before your team goes to any enablement — a workshop, an offsite, a webinar, even a book club — put a mandatory retrieval event on the calendar within seven days. Specific meeting, specific real work, and YOU pick it. Not the SE.

🔗 Resources & Links: paths.to/presales

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