No one says this out loud, but presales is broken. Everyone is busy, but few are actually selling. There are more tools, more meetings, and more decks, yet solutions teams are operating with less clarity, less speed, and even less time to sell. I keep hearing the same frustration from SEs and presales leaders: “We’re spending more time chasing context than helping customers.” The best teams are breaking that cycle. - They respond before the prospect asks. - They keep every touchpoint consistent. - They use AI as a force multiplier for judgment, not as a buzzword. The result: faster cycles. Cleaner handoffs. Stronger wins. On Nov 6, we’re bringing together some of the best minds in presales to talk about how they’re doing it and how you can too. "3 Ways SEs Must Cut Through the Noise in 2026" Hosted by Neil with Brian McHugh, VP Customer Solutions & Operations at PubMatic. What you’ll take back to your team: - How to crush bottlenecks before they appear? - How to speed cycles without losing quality? - How to win smarter with AI, not louder? No “future of AI” talk. Real tactics you can run next week. If you lead presales or live in the trenches as an SE, this is your shortcut to clarity for 2026.

Did you know? Sales development’s original intent was actually market development - not meetings booked. But somewhere along the way, the industry took a wrong turn. We made “meetings” the north star instead of market truth. Sales development was designed to: Speak to a wider portion of the market. Capture timing signals for now, 3, 6, 9 months out. Inform product roadmaps for 12–24 months ahead. Orchestrate feedback loops that align sales, marketing, and delivery. That was its true purpose to develop the market, not just the pipeline. When you restore that intent, something profound happens: Marketing becomes commercially viable. Product evolves with real data. Customer Success inherits context, not chaos. That’s the architecture of Closed Circuit Selling™ (CCS) the Commercial Revenue Operating system that connects all of it. Frameworks optimise. Architectures endure. Funnels leak. Circuits scale. #B2B #ClosedCircuitSelling #RevenueAlignmentArchitecture #ChiefRevenueSchool #MarketDevelopment

Everyone’s obsessed with “speed” in sales. But the truth is - the fastest way to close Enterprise deals… is to slow down the right parts. We learned this the hard way at DevCommX. We’ve seen $400K+ deals collapse because someone tried to: → skip discovery, → rush security, → or close before consensus. Enterprise doesn’t move on pressure. It moves on alignment. Here’s what we changed 👇 1️⃣ We stopped measuring speed by meetings. We now measure it by clarity per meeting. Every discovery call is a strategy session - not a checklist. 2️⃣ We replaced “follow-ups” with orchestration. AI SDRs track intent signals. HubSpot + Relevance AI predict deal readiness. No more guessing who’s next - the system tells us. 3️⃣ We built patience into process. Instead of rushing deals, we designed a Mutual Action Plan system that aligns Sales, Legal, and Product in one RevOps loop. The result? ✅ 2.7× faster enterprise deal velocity ✅ 33% fewer stalled deals ✅ Predictable revenue motion - not reactive chaos In Enterprise GTM, speed without structure = noise. Structure creates confidence. Confidence closes deals. So if you’re chasing signatures - pause. Slow it down. Engineer your motion. That’s how you go faster. We’ve documented how our AI SDR + RevOps workflow aligns every deal stage in Enterprise cycles. Comment “ALIGN” and I’ll share the framework.

The next chapter of Outreach growth starts in EMEA ✨ We've been growing in EMEA for years, with established teams in London and Prague that support customers across the region. Now, we’re going even bigger. We’re excited to welcome Paul Ditchfield as our new General Manager of EMEA, leading the next phase of growth and customer success. With 25 years of enterprise sales leadership at Box, ON24, and Adobe, Paul brings deep experience helping global customers scale with technology and drive performance. “The rapid rise of AI advancements in EMEA makes it an even more exciting time for the revenue orchestration space. Paul’s leadership and deep understanding of the enterprise software market will be instrumental in guiding our customers through this new era of AI-powered sales, scaling our operations, and delivering Outreach’s full platform capabilities.” - Abhijit Mitra, CEO at Outreach This investment builds on our growing EMEA presence with customers such as SAP, Siemens, and Omniplex, and a data center in Ireland that supports enterprise-scale performance. And with Paul leading the charge, the best is yet to come 😎

I've seen this countless times. Sales folks over-customize decks and lose the story. Plus, they waste valuable hours better utilized someplace else. Sarah Gross from RingCentral breaks it down: the best enablement doesn’t ask sellers to personalize every slide — just the right ones. By marking key points in the deck for customization, teams stay focused on flow: ➡️ Who you are ➡️ Quick discovery ➡️ How it fits ➡️ Integrations + next steps AI then fills in the context from research and last-call notes — helping sellers adapt in real time.

I want to take a moment to salute the companies that are investing heavily in their teams and equipping them with the right tools to succeed. Sales enablement isn’t just a buzzword—it’s a strategic advantage. From C4C for pipeline management, to LinkedIn Sales Navigator for smarter prospecting, Sales IQ for data-driven insights, and Sales Assistant AI tools for real-time support and acceleration—these platforms are empowering commercial team to work smarter, close faster, and deliver more value to end-users. When organizations prioritize enablement, they’re not just supporting sales—they’re building a culture of excellence, agility, and growth. #Excellence #Avantor #salesenablement

Your CRO: "We need 30% more pipeline." Your options: - Hire 5 more SDRs ($500K + 6 months to ramp) - Buy more leads (that look exactly like everyone else's leads) - "Try harder" (as if they're not already trying harder) **There's a fourth option nobody talks about:** Build systems that do the work of 5 SDRs. One that never sleeps, never quits, never complains about quotas. OpenAI's GTM team books 500+ meetings per month. Not with a massive SDR team. With automated systems that: - Find the right accounts before competitors do - Enrich leads with context that makes your AEs look psychic - Route opportunities with drafted meeting notes - Surface buying signals the moment they happen One GTM Engineer can amplify 100 sellers. **That's what we're building at Clay Club North on 20th November.** Not watching slides about automation. Actually building the workflows that generate pipeline while you sleep. In Manchester. 40 spots. Hands-on workshop. Liverpool, Leeds, Preston, Bolton - wherever you're coming from, this is worth the journey. Link to register in the comments. Who's in? 👇

CEOs - Sales Executives: What if your sales team could deliver “high-touch” at scale without adding headcount? In commercial print, margins are tight and cycles move fast—so let AI handle the heavy lifting on data (industry, role, buying triggers, company news) while your reps focus on real conversations, quotes, and closes. Use the prompt below to spin up personalized email drafts for thousands of prospects, ready for human polish and send.

CTOs are the toughest prospects to sell to. And it's not because they're difficult people. It's because they're trained to see through the BS. While other executives might get excited by shiny demos or buzzword-heavy presentations, CTOs are wired differently: → They dig into the technical details you'd rather gloss over → They ask about scalability, security, and integration before you mention pricing → They've been burned by vendors who overpromised and underdelivered Most importantly - they think in systems, not features. When you pitch "revolutionary AI capabilities," they're already three steps ahead wondering about: - Data pipeline requirements - Infrastructure costs - Team training needs - Maintenance overhead The irony? CTOs often make the best customers once you earn their trust. They understand the real impact of good technology decisions. They budget for the total cost of ownership, not just the sticker price. But first, you have to stop selling to them like they're every other executive. Start with the architecture. Show them the code. Be honest about limitations. Because the fastest way to lose a CTO is to treat them like they don't understand the technology they're responsible for building. #Sales #Technology #B2B

The traditional 1-hour "Discovery + Demo" meeting is officially broken. 💔 Here's data for you; 🤯 There’s an average 54.5% misalignment between how sellers and buyers perceive the core problem to be solved 🤷♂️ Buyers change their problem statement an average of 3.1 times during complex purchases Source: "B2B Buying Behaviours report 2025" by Emblaze | Revenue Community by Corporate Visions As the SVP of Ecosystem and a former PreSales leader, I've watched the B2B buying journey shift entirely. Today's buyer has done 70% of their research before they ever talk to us. They don't need a high-level walkthrough—they need internal consensus. We've focused too much on perfecting the pitch for the champion and not nearly enough on empowering the buying committee. That champion sits through your amazing demo, takes weak notes, and then tries to replicate your magic to 5-10 busy stakeholders over Slack or a rushed internal meeting. That's where deals die. It's not a discovery problem; it's a diffusion & alignment problem. The future of B2B revenue is not about delivering more demos; it’s about enabling asynchronous consensus. We need to shift our focus to: ✅ Audience-First Content: Deliver personalized, bite-sized demo content relevant to each stakeholder's role (IT cares about security; Finance cares about ROI). ✅ Scalable Distribution: Give the champion a tool (like Consensus) to easily and professionally distribute that tailored content internally. ✅ Data-Driven Follow-Up: Track who is watching what internally, giving Sales the data to jump back in at the exact right time. I'm making a bold claim, but the data speaks volumes about deal cycle times. Unpopular Opinion: Investing in tools that empower the champion to build internal consensus is a higher ROI activity right now than hiring more AEs or even more PreSales people. What is the single biggest barrier stalling your deals today? Is it discovery, or is it getting internal buy-in? Would love to know your thoughts! 👇