Episodes

  • Prep the People, Not Just the Demo [14]

    Prep the People, Not Just the Demo [14]
    May 18 2026
    Your SE ran a dry run, sent a strategy reminder, and built a tight agenda. Five minutes into the demo, an AE went off-script and the whole flow collapsed. Nate and Ava break down why prepping the content isn't enough — and what SE leaders should do instead.
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    7 mins
  • Are We Even Doing the Huddle? [13]

    Are We Even Doing the Huddle? [13]
    May 15 2026
    Before you can optimize the pre-demo huddle between your AE and SE, you need to make sure it actually happens. Nate and Ava discuss habit-first, quality-second.
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    7 mins
  • Your Best SE Has Never Been Coached [12]

    Your Best SE Has Never Been Coached [12]
    May 13 2026
    What happens when your most experienced SE has been running demos for seven years with zero coaching? Nate and Ava discuss how to start that conversation without breaking trust.
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    7 mins
  • They Keep Bringing More People [11]

    They Keep Bringing More People [11]
    May 11 2026
    When prospects keep scheduling more demos and bringing new faces, it looks like momentum. But what if the first demo just did not land?
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    7 mins
  • The Friday After [10]

    The Friday After [10]
    May 8 2026
    Ava called all twelve of her SEs eight days after a two-day offsite. She asked one question. Only three could answer. This episode is about the Friday after — where enablement actually happens, and what SE leaders should put on the calendar before anyone books the workshop.
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    7 mins
  • Your Champion Isn't Enough Anymore [9]

    Your Champion Isn't Enough Anymore [9]
    May 6 2026
    In a deal review, Nate asked one of his SE Directors a single question: who's going to be in the room when this gets signed off? She couldn't answer. Four months into the deal, strong champion, and she couldn't name a single other stakeholder. In this episode: why 'arm the champion and trust them' has stopped working, and the concrete tool to replace it.
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    6 mins
  • What Am I Actually For? [8]

    What Am I Actually For? [8]
    May 4 2026
    A six-week-old new hire asked Ava a question she couldn't answer in the moment: if AI does the research, drafts the RFP, handles the standard demo, and now negotiates quotes — what am I actually for? Ava's first answer was good. Nate tells her it's dangerous. Together they land on a better one.
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    5 mins
  • You Were Never Actually In That Deal [7]

    You Were Never Actually In That Deal [7]
    May 1 2026
    One of Nate's SE Directors just lost a deal she was convinced she was winning. Three-vendor shortlist, great demo, champion fired up. Week two — gone. Nate explains why the deal was probably lost before it ever showed up in her pipeline, and what that means for how SE teams should operate.
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    5 mins