エピソード

  • Just Show Them the Product [27]

    Just Show Them the Product [27]
    2026/06/19
    When the AE says "the prospect just wants to see the product," don't fight it. Take the meeting — and steal the first fifteen minutes for a mini-discovery that changes the demo on the fly.
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    6 分
  • Define SE-Qualified — Or Your Calendar Will [26]

    Define SE-Qualified — Or Your Calendar Will [26]
    2026/06/17
    An SE org found that 31% of customer-facing hours went to deals that died in stage two. The fix wasn't more discipline — it was a written, agreed-upon definition of what "SE-qualified" means.
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    6 分
  • I Switched Sides [25]

    I Switched Sides [25]
    2026/06/15
    A former presales leader took a Head of Sales role and discovered the parts of the funnel he never saw before — and the cross-functional changes only an SE-turned-AE-leader can push for.
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    7 分
  • Score the Call, Not Just the Quarter [24]

    Score the Call, Not Just the Quarter [24]
    2026/06/12
    An SE leader uses AI to score every customer call on two categories — compelling event and technical win — and aggregates the scores per deal and per SE. The result is leading-indicator data SEs can actually act on.
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    6 分
  • Two Pillars, One Team [23]

    Two Pillars, One Team [23]
    2026/06/10
    An SE leader running thirty SEs split his enablement into two completely separate tracks — internal product team plus external sales partner — and refused to let one absorb the other.
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    6 分
  • Thirteen Direct Reports and a Prayer [22]

    Thirteen Direct Reports and a Prayer [22]
    2026/06/08
    An SE leader scaled from three to thirteen direct reports in eighteen months before getting team leads approved. By then he wasn't coaching anyone — he was doing triage.
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    6 分
  • Hire for Domain, Train for Sales [21]

    Hire for Domain, Train for Sales [21]
    2026/06/05
    An SE leader scaling from five to twenty SEs stopped hiring from the presales talent pool. His last six hires were former controllers and accountants — and they ramped faster than his traditional SE hires.
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    6 分
  • Liability Is the Moat [20]

    Liability Is the Moat [20]
    2026/06/03
    When demos commoditize and AI-first competitors look better on paper, what wins deals? Nate makes the case that accountability is now the durable moat — and explains how SE leaders need to retrain teams to sell it.
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    6 分