Ana Onogea

If your buyer had to explain the decision tomorrow without you, would it hold up? Charisma can win the room. Clarity is what keeps the deal moving after the meeting ends. New on the NAASE blog, presales leader and bestselling author Dmitri Lee shares a simple idea that shows up in a lot of “we had a great meeting” deals: the decision is fragile when the internal story is not clear. A quick way to reduce drift in complex evaluations: 1) Define success before the evaluation starts. 2) Make tradeoffs explicit (scope, risk, feasibility). 3) Surface decision risk early, then pressure-test internal alignment before you ask for commitment. Final thought: A technical win is a checkpoint, not the finish line. Read the full post here: https://lnkd.in/eurQBKjf #SalesEngineering #Presales #ComplexSales

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"Do more with less." Sound familiar? It’s the reality every presales team is facing. But the real risk isn’t resource strain. It’s losing visibility and control over the buyer journey. In today’s market, the pressure is on with more prospects, fewer resources, and faster cycles. But here’s the kicker: "AI isn’t collapsing your sales cycle, it’s taking a part of it out of your visibility and control." That’s the shift we’re seeing. Presales is being pulled earlier into the process. Not just to show features, but to shape the story. The real question isn’t "How do we do more with less?" It’s "How do we stay relevant and help our buyers solve real problems?" Watch the clip with Ron Whitson 🎾 to hear more about how modern presales teams are adapting and why it matters.

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Yesterday I attended The Times CEO Summit, sponsored by ServiceNow, together with over 100 business leaders to discuss how we tackle some of the UK’s most pressing challenges—skills, investment, and the real-world application of AI.   What stood out wasn’t just the scale of innovation needed, but the urgency for implementation. What became clear throughout the day is that #AI is no longer optional, it’s becoming foundational to how organisations operate and evolve.    But there's a difference between adoption and impact. Rather than chasing AI for AI’s sake, we need to reframe the conversation- it’s a mindset shift. From optimisation to empathy, from faster to fairer. That’s the kind of transformation that will truly last.

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Turns out we didn’t just have a good quarter… We had the sort of quarter that makes you double-take on whether the numbers are real. But what matters most to me is the scale of the impact behind numbers like this. Across EMEA, I am seeing customers use AI PCs to work smarter, frontline teams supported by more secure and sustainable devices, partners leaning into services to deliver better outcomes and enterprises finally moving from AI experiments to real transformation. That is what this momentum represents: beyond growth, we’re also making real progress. Hybrid AI is no longer just something we talk about in presentations. It’s what our teams are delivering every day across devices, infrastructure and services so organisations can move faster and with confidence. And we’re only getting started. As we head towards 2026, I could not be more proud of the people behind this. The next steps are simple now: - Make AI practical for customers. - Keep listening. - Keep improving. - Keep delivering technology that genuinely helps. A record quarter is nice. A clear direction is better. Right now, we are lucky to have both. #WeAreLenovo #HybridAI #AIInnovation

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For many CROs, the core challenge is no longer pipeline generation. It’s confidence in where to act. When deal signals surface too late, decisions around prioritisation, coverage, and investment become inherently riskier. Modern revenue leadership is increasingly defined by the ability to act with certainty, not just speed. https://www.denave.com/ #RevenueLeadership #CROPerspective #GlobalGTM

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An excellent read from Isabel Berwick at the Financial Times on how AI coaching is helping to address a pressing need to support middle managers at scale. Great to see Lindsay Pattison and Parker Mitchell quoted, too 📰

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In recent conversations with revenue leaders across Europe, one theme keeps surfacing… “We’re being asked to do more with less.” Less budget. Fewer resources. Higher expectations. Yet the organisations adapting fastest aren’t simply working harder, they’re thinking differently. They’re simplifying tech stacks, aligning teams around shared outcomes, and focusing their effort where it truly matters. It’s more than an operational shift; it’s a mindset shift. When leaders begin asking “What should we stop doing?” as often as “What can we add?” efficiency stops being a constraint and becomes a catalyst. Doing more with less doesn’t mean doing everything faster. It means doing what matters most, better.

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76% of C-level executives feel that sales messages targeted at them don’t actually address their priorities. The key to breaking through? AI-powered data-driven account planning. - Zero-in on high-value target accounts - Correctly identify their pain points & decision-makers - Engage them with hyper-targeted messaging The result? Faster deal cycles, higher win rates, and stronger account relationships. Learn more : https://bit.ly/4iBuZ11 #ABM #accountbasedmarketing #SalesIntelligence #AI #EnterpriseSales #accountplanning #B2BSales

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