Your AE Won't Brief You — Now What? [28]

Show notes

An SE Manager complained her SEs weren't getting briefed before customer calls. The honest follow-up question: "Did they ASK for a briefing?" They hadn't. They just showed up and hoped. There's a better playbook — light from the SE side, structural from the leadership side.

What Nate and Ava discuss

• The six-question pre-call checklist — and why the framing matters more than the form
• The lightweight Slack version that works 70% of the time without any process
• Leader-to-leader escalation for the chronic non-briefers — and why ground-level confrontation makes it personal
• Why the SE's question often becomes the AE's preparation trigger

The move

Give your SEs one pre-call question — even just one. "What's the pain and who's in the room?" Make it casual, make it Slack, make it thirty seconds. Track which AEs go consistently dark. That pattern is the conversation you bring to sales leadership — with data, not complaints.

🔗 Resources & Links: paths.to/presales

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