Art Fromm Email & Phone Number

“Making SEAMless Sales – How presales [SEs] and sales [AMs] can work together seamlessly”This book provides proven insights, methods, and tools, expanding on and refocusing the traditional disciplines of presales and sales, and explores how to work together better as a seamless team at the account and opportunity level. We'll explore and address:• The challenges of traditional sales and presales roles.• The importance of focusing on the buying process while still executing our sales process.• The overarching need for Solution Enablement and Account Management.• Why and how buyers buy, and what is needed to persuade them.• How working together as a team benefits everyone.When SEs and AMs work together better as a team, we all win, and most importantly, we achieve the end goal of client success.Are you in a presales role struggling to work better with your sales counterpart? Are you in a sales role and wish there were a more productive way to work with the other sales roles and with presales? Are you on an account or opportunity team and find it challenging to work together more efficiently and effectively? Are you a sales manager and feel presales and sales individual contributors need to work together optimally as a team? Are you in sales enablement trying to make this all work? Introducing Making SEAMless Sales - the last frontier of sales improvement, benefiting all customer-facing roles by having a unified focus on client success, therefore increasing win rate, margins, deal sizes, revenues, and client satisfaction.

TSD focuses on "Team Sales" from SE to AM, “Making SEAMless Sales®.” TSD provides a portfolio of workshops, processes, tools, and a consultative framework based on real-life experience as a customer, presales, sales, as well as sales management roles, and for the past 20+ years, Sales Enablement. The offerings portfolio focuses on helping "Sales" and "Presales" to work together on Account and Opportunity management. Outcomes include, helping Business and Technical Decision Makers to uncover and achieve key business outcomes, finding and managing risk to the deal, and driving Business and Technical Closure, which results in:- Increasing revenue- Increasing Win-Rate- Closing more deals- Working more efficiently and effectively as a team- Generating Client Success, resulting in more renewals and consumptionIn addition:- TSD is a Great Demo! (and Doing Discovery) Certified Partner working directly with the author, Peter Cohan, to deliver Great Demo! and Doing Discovery workshops.- TSD is a Sales Opportunity Snapshot (SOS) and Selling to Executives (SellXL) Partner working directly with the author, Steve Bistritz, to deliver SellXL and SOS workshops. In conjunction with this, TSD also offers the first sales methodology integrated with Dynamics 365 - the "SOS for D365" App. The SFDC version is coming soon!- TSD is a principal facilitator for Mastering Technical Sales, working directly with John Care and the Up2Speed team led by Tom King.- TSD provides consulting and workshops to help you master virtual deliveries through our Webinar Mastery™ series, specializing in Zoom and other platforms.- TSD is a certified Strengths Deployment Inventory (SDI) consultant, helping your team be more productive by evaluating the Motivational Value System (MVS) and Conflict Sequence for you and your team.Please get in touch with us today to discuss your needs and the potential solution tailor configured for you!

SOS and SellXL are leading Sales methodologies that help Sales Sell. Complemented by the SOS for D365 App and soon-to-be-released SOS for SFDC App, the SOS Methodology has been shown to increase the win rate by 16 points - from 58% to 74% and increased bookings 22% in the first two years of use for a key client according to their Sales Operations Officer.

Trinidad, Ca, Us

Providing Great Demo! workshops as a Certified Partner!"When's the last time you saw a good Software Demo?"https://greatdemo.com/meet-the-team/art-fromm/

Working with John Care and Tom King (Mastering Technical Sales and Up2Speed) as a Principal Facilitator and also, collaborating as a team to co-develop or share materials for select blended MTS and TSD workshops.

TSD provides the Sales Opportunity Snapshot (SOS) App for SFDC. Coming soon!

Redmond, Washington, Us

TSD provides the SOS for D365 App - a structured, scalable process for qualifying and winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria. SOS for D365 is integrated into Dynamics 365, providing a highly visual interface that helps sales professionals sell. See more info here - http://bit.ly/SOSforD365

Worldwide , Us

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The SES's overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations.

New York, Us

Member

Chicago, Illinois, Us

Working with Presales Academy, in conjunction with Presales Collective, to provide workshops for those who which to start a career in Presales

Now member of a collaborative community of global sales authors, speakers, trainers, coaches, researchers, thought leaders, and visionaries. Our mission here is to provide educational and inspirational content for the global sales community.

Roles included Account Manager, Partner Liaison, Sr. facilitator and developer for sales transformation initiatives for Account Managers, Sales Engineers, Sales Management, and Channel Teams for high-tech companies. Led or was involved with closing over $1 million of business in US - about 1/3 the world-wide revenue.Developed, supported, sold, and delivered workshops for SEs and AMs, including co-authoring the infamous TOP-SE (Technical Opportunity Planning for SEs) program which continues to be refined and enhanced. Notable success was largest ever training engagement for leading security provider.Assisted with sales and performed numerous world-wide roll-outs for sales teams and their partners.Also worked with Account Executive to consult, create curriculum, deliver, and eventually took over full responsibility for key client - a $6 Billion Electronics Manufacturing Supplier, successfully implementing a top-down consultative selling transformation program which by the customer's own metrics lead to increase of bookings by $1 Billion in first 2 years of the program, and increased win-rate from 58% to 74% - a 16 point increase.

TSD focuses on helping companies shorten the sales cycle, increase revenues, and increase customer satisfaction through training, coaching, and consulting for Technical Sales Professionals.

Boston, Massachusetts, Us

Sales Enablement position with a focus on Pre-Sales Enablement and product training for Account Executives and partners.- Directed worldwide Technical Sales training and development for 350 Direct SEs, SE management, and Channel Partner SEs, as well as product training for direct, indirect, and inside sales teams. Progressively added responsibility and territory while in role.- Analyzed needs, created, rolled out, & performed post-training follow-up for dozens of presentation, demo, consultative sales, product, and customer relationship blended learning training rollouts for direct, channels, and indirect SEs, including Sales and SE new hire programs.- Planned, organized, co-developed, and rolled out “Demo over the Web” training for 300 SEs in U.S. and Europe in one quarter, resulting in 30% reduction in preparation time and virtually eliminated travel.- Co-developed and rolled out “Demo Workshops” for U.S. and Europe SEs, focused on meeting and exceeding customer requirements for consultative selling engagements, while optimizing the preparation time and minimizing staffing requirements.Global Services Enablement position - Directed worldwide training for 500 Global Services field personnel and management. - Formed team, with no previous training infrastructure in place, and in 1 month, rolled out new blended learning-based corporate marketing initiative driving 400% increase in field adoption compared to previous campaigns.- Developed blended learning New Hire program and successfully implemented it to ramp 30 Implementation Consultants in 10 weeks, reduced from 26 weeks, resulting in faster time to being billable, and 480 additional weeks of billable time.

Boston, Massachusetts, Us

Provided Product Lifecycle Management solutions to Fortune 500 companies to support their Product Data Management, engineering and product development processes, including configuration management, workflow, change management, and collaboration.Area Technical Manager responsible for a team of Pre-Sales Engineers throughout the Northeast US.- Managed team of SEs, supporting $20 million pipeline. - Organized, managed, and drove Product Data Management & CAD opportunities for over 30 Fortune 1000 manufacturing companies.- Instituted training plans and development program for team, increasing win-rate to 80%; adopted across the U.S.Principal Pre-Sales Engineer responsible for gathering customer requirements and constructing and delivering presentations, demos working in partnership with the Account Executives. - Principal technical sales consultant for over 20 major campaigns in mid-central U.S. - Developed and refined the "Process Audit" approach to gathering and presenting customer requirements driving demand for the solutions and expediting the sales cycle.- Led successful demonstrations, POC’s, and benchmarks, resulting in $8 million of sales.- Provided consultative technical sales leadership through entire sales cycle for $1.7 million software deal, one of the largest in PTC history.- Instituted simplified “configurable” demonstration approach, resulting in 30% reduction in demo preparation and 100% better alignment with customer’s needs.

Walnut Creek, Ca, Us

Provided Document and Information Management solutions for Fortune 500 customers including the parent company, Lockheed Martin. Notable success was a project which was in jeopardy of being lost, but due to re-establishing near and long term outcomes, and building confidence with successful milestones, turned the account around, subsequently resulting in multi-million multi-year award.- Achieved 106% of 1998 revenue quota, building $500,000 backlog, and rescued two large customers, resulting in over $250,000 in maintenance renewal and services orders- Closed 2-year $1.3 million software and services sale, with an extremely challenging new customer, after the company nearly lost the account.

Madison, Al, Us

Managed Pre- and Post-sales for Integrated Ship Design & Production Department- Drove successful competitive benchmark, resulting in multi-million dollar, multi-year deal, and subsequently enabling the customer to win the multi-billion dollar LPD-17 contract.- Led team to provide solution for Avonworth Shipyards, which resulted in their ability to win the first US commercial shipbuilding contract in decades.- Provided principal Product Data Management (PDM) technical expertise for $364 million Navy NAVSEA CAD-2 Contract, and managed a DOD secure 3-D modeling environment.

1988-1992 SENIOR CAD COORDINATOR - Moore Research Center, Grand Island, NY- Implemented and managed Intergraph/Microsystems CAD system, including budgeting, resourcing, internal proposals, and ROI, for machine design, PCB, and fabrication applications.- Implemented first of a kind Microwave Voice and Data system connecting engineering and fabrication shop, increasing productivity of CAD system 10x and voice capacity 4x.1987-1988 CAD COORDINATOR - The Emde Companies, Houston, TX- Managed CALMA CAD System, responsible for mechanical system and HVAC applications.- Implemented custom HVAC CAM fabrication application1983-1987 APPLICATIONS COORDINATOR - Union Carbide Linde (PRAXAIR), Tonawanda, NY- Managed Computer Aided Design Engineering 3-D Process Plant Design applications using GE CALMA DIMENSION III. Involved with migration from VAX mainframe to Apollo distributed processing.- Showcase account for GE Calma, hosting dozens of prospective customers1981 - 1983 STAFF MECHANICAL ENGINEER - Union Carbide Linde (PRAXAIR), Tonawanda, NY- Responsible for $4.5 million on-site mechanical portion of 6-month $30 million construction project in Hatfield, PA Various Design Engineering & Drafting Roles Buffalo, NY 1978-1981- Hibbard Engineers- Office of J. Fruchtbaum - Civil Engineers- Andco Blast Furnace Design and Repair- Plot plan drafting

Bachelor’S Degree, Math, Science, Computer Technology

Certified Great Demo! Affiliate, Provider And Facilitator

Mechanical Engineering

Instructional Techniques, Instructional Design, Managing The Training Functio, Training Presentation Development, Management, And Deliver

Project Management Certificate