You Were Never Actually In That Deal [7]

Show notes

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

94% of buying groups rank the shortlisted vendors before the first meeting. 77% buy from whoever was ranked first. So what's an SE team actually doing on that first demo — closing, or just confirming a decision that's already been made?

What Nate and Ava discuss

• The 6sense stat that's been living in Nate's head: 94% rank before contact, 77% buy the Day 1 favorite
• Why SE leaders can't dismiss this as "a marketing problem" anymore
• What content SE teams should be putting out publicly — so buyers researching with LLMs find YOU first
• The single question to ask on the first call to find out if you're already the favorite

The move

Stop treating the first demo like an introduction. Treat it like a confirmation interview. Ask the buyer what specifically made them book time with you. If the answer is vague, you're number two — and you need to change the whole conversation. If it's specific, don't blow it by running a generic pitch.

🔗 Resources & Links: paths.to/presales

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