I Cancelled Every Technical Deep-Dive [6]

Show notes

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

Ava killed every default post-demo technical deep-dive on her team's calendar. Booking rate on her new "get unstuck" link tripled. Nate pushes back — and they land on a more nuanced move.

What Nate and Ava discuss

• Why buyers now show up to technical calls over-prepared — and what that says about the ritual deep-dive
• The moment Ava decided to cut the default, and what replaced it
• Nate's pushback: when the deep-dive isn't about content, it's about optics for the champion's internal audience
• How to tell the difference between a deep-dive the buyer needs and one that's just on the calendar out of habit

The move

Look at your last ten deals. Count how many standard technical deep-dives got booked by default, without anyone actually asking for one. Cut that default. Replace it with an on-demand option — and watch what happens to your win rate and your team's hours.

🔗 Resources & Links: paths.to/presales

📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call