Clash of Titans: Getting Your SE and Sales First-Liners on the Same Side [62]

Show notes

First-line PreSales and first-line Sales sit on the same org level but got there for opposite reasons, so the friction is structural, not personal. Nate shares the tandem model and qualification vote that cooled things down across his regions, and Ava stress-tests both until they hold up.

What Nate and Ava discuss

• The motivational asymmetry: SE managers step up to fix broken process, Sales managers got there by pushing and closing
• The tandem operating model -- pre-deal alignment, a standing cadence, and one shared CRM record instead of two versions of the truth
• Giving PreSales a real qualification veto at eye level with Sales -- and stopping it from becoming a hiding place

The move

Put both first-liners in a room and name the motivational asymmetry out loud, then install the rituals: align before the deal opens, keep one shared record, and write the qualification decision down with both names on it. And the first time you hear "with that SE I'll never win" -- go straight at it.

🚀 Join the PreSales Leadership Community: serockstars.com/community

🔗 Resources & Links: paths.to/presales