Stop Closing Deals. Start Winning Consumption. | 698 | Art Fromm
Release Date: 03/05/2026
From High-Stakes Flying to High-Impact Leadership | Merryl Tengesdal | 704
Leveraging Thought Leadership
What does it take to lead when the plan breaks, the pressure spikes, and failure is part of the mission? In this episode of Leveraging Thought Leadership, Peter Winick talks with Colonel (Ret.) , author of " about the ideas that drive her work today: adaptability, resilience, authentic leadership, and the courage to keep moving when the outcome is uncertain. Her message is clear. Success is never a straight line. The leaders who thrive are the ones who learn to adjust in real time. Merryl brings a powerful framework to the conversation. She treats leadership like flying. You prepare well....
info_outline
How To Turn Books into Thought Leadership Assets | Kevin Anderson | 703
Leveraging Thought Leadership
What does it really take to turn a book into a business asset instead of a vanity project? In this episode of Leveraging Thought Leadership, Peter Winick sits down with , CEO of to unpack what authors get wrong about publishing, platform, and the real role a book plays in growing authority. Kevin makes the case that a strong book is not just about writing well. It is about aligning the message, the market, and the outcome from the very beginning. Kevin brings a practical lens to the publishing world. He explains why authors should bring in expert guidance earlier, not later. He breaks down...
info_outline
Are You Solving the Right Problem? | 702 | Thomas Wedell-Wedellsborg
Leveraging Thought Leadership
What makes thought leadership actually travel? Not a bigger platform. Not louder marketing. A sharper idea that solves a real problem. In this episode, Peter talks with , coauthor of and author of Thomas’s work sits at the intersection of innovation, problem framing, and practical execution inside real organizations. The conversation focuses on a core truth behind strong thought leadership: the best ideas win because they are useful. Thomas explains that both of his books grew from underserved problems in the market. Innovation as Usual challenged the idea that innovation belongs only to...
info_outline
How Top Sales Performers Think | 701 | Bob Kocis
Leveraging Thought Leadership
What separates average sellers from elite performers? In this episode, Peter Winick sits down with , author of , to unpack the ideas, behaviors, and disciplines that turn sales expertise into real thought leadership. Drawing from interviews with top performers who have earned more than 150 Presidents Club wins combined, Bob shares a sharper view of what high performance actually looks like. This conversation goes beyond sales war stories. Bob’s work is focused on codifying what the best sellers do differently and translating those lessons into practical guidance for the next generation. He...
info_outline
Well, This Is Awkward: We Wrote a Book | 700 | Bill Sherman & Naren Aryal
Leveraging Thought Leadership
What does it really take to turn expertise into influence that lasts? In this special episode of Leveraging Thought Leadership, host Peter Winick is joined by and to announce their book, The Thought Leadership Handbook published by . This is not a conversation about writing a book for the sake of writing a book. It is a conversation about building a body of work that creates value, sharpens thinking, and expands impact. Drawing on hundreds of podcast conversations, client engagements, and years inside the thought leadership space, Peter, Bill, and Naren explore the...
info_outline
Rethinking Executive Coaching for Modern Leaders | 699 | Kendra Dahlstrom
Leveraging Thought Leadership
What if the leadership issue in front of you is not strategy, but an old wound you have never fully resolved? In this episode, Bill Sherman talks with an executive coach and host of "" podcast about the deeply personal path that led her into thought leadership, and why she believes the future of leadership development must go far beyond traditional coaching. Kendra shares how her own experience as a coaching client changed the way she worked, lived, and led. What started as personal growth became something bigger. Senior leaders began turning to her for guidance in high-pressure...
info_outline
Stop Closing Deals. Start Winning Consumption. | 698 | Art Fromm
Leveraging Thought Leadership
What happens when the real “close” isn’t the signature—but the customer’s commitment to consume? In this episode, Peter Winick talks with , a keynote speaker and sales enablement leader focused on what many B2B organizations still miss: the costly gap between pre-sales and sales. Art’s thought leadership centers on building seamless partnership, not a messy handoff, so clients win sooner and revenue sticks longer. Art makes the shift unmistakable. The market moved from one-time enterprise transactions to SaaS, recurring revenue, adoption, retention, and usage-based economics....
info_outline
Leading From the Heart in a High-Speed Culture | 697 | Claude Silver
Leveraging Thought Leadership
What would change in your culture—and your revenue—if people didn’t have to put on “work armor” just to show up? In this LinkedIn Live edition of Leveraging Thought Leadership, Peter Winick sits down with , the world’s first Chief Heart Officer at , to unpack the contents of her new book “” and what it looks like when the pace is fast, the stakes are high, and the workplace is more human than ever. Claude’s thought leadership is practical, not performative. She isn’t selling “soft.” She’s building the conditions for performance: psychological safety, real...
info_outline
Deinstitutionalizing Your Expertise | 696 | David Lancefield
Leveraging Thought Leadership
What happens when you walk away from the big logo—and discover that your thought leadership gets sharper, not smaller? In this episode, Peter Winick sits down with , host of podcast, a strategy coach to CEOs, C-suite leaders, and founders who has advised more than 50 CEOs and hundreds of executives over three decades. David writes on strategy, leadership, and culture for outlets like Harvard Business Review and MIT Sloan, and he’s deeply focused on what strategy looks like in practice, not just on slides. David breaks down what thought leadership actually does when it’s done...
info_outline
Story Precision: The New PR Advantage | 695 | KJ Blattenbauer
Leveraging Thought Leadership
What if “getting PR” isn’t about hype at all—but about engineering trust at scale? In this episode, Peter Winick sits down with , founder of and author of , who helps founders, creatives, and experts turn clear storytelling and smart media strategy into real authority—without the fluff. She breaks down what PR actually does: find the story behind your expertise, explain why it matters now, and package it for real-world attention spans. KJ makes the case that your work doesn’t “speak for itself” anymore. Not in a market where everyone is being commoditized...
info_outlineIn this episode, Peter Winick talks with Art Fromm, a keynote speaker and sales enablement leader focused on what many B2B organizations still miss: the costly gap between pre-sales and sales. Art’s thought leadership centers on building seamless partnership, not a messy handoff, so clients win sooner and revenue sticks longer.
Art makes the shift unmistakable. The market moved from one-time enterprise transactions to SaaS, recurring revenue, adoption, retention, and usage-based economics. That means “closing” is no longer the finish line. It’s the starting gun. If customers don’t adopt and succeed, the deal never really happened.
From there, Art outlines his core platform: aligning pre-sales and sales into a true divide-and-conquer team. No delegation games. No dictation. Just shared ownership of the client outcome. He points to research suggesting seamless collaboration can lift sales impact materially—because the biggest unlock is often already sitting on the table.
This is also where Art’s content engine comes in. He’s clear that thought leadership isn’t a “someday” project. It’s a practice. Write. Publish. Learn what lands. Then refine. He shares how he captures and distributes ideas through posts, podcasts, and a dedicated hub on his website (teamsalesdevelopment.com) with events and articles that keep the thinking accessible.
Art’s book "Making SEAMless Sales" plays a central role in the platform. He describes it as a labor of love and a high-leverage calling card—less about book sales, more about clarifying the model and creating a door-opener for bigger engagements.
If you lead sales, enablement, customer success, or go-to-market in a subscription business, this episode will challenge your definitions. The question isn’t “Did we win the deal?” The question is “Did we build the conditions for sustained consumption and retention?”
Three Key Takeaways:
• “Closing” has changed: In SaaS and recurring revenue models, the win isn’t the signature—it’s adoption, usage, and retention (a commitment to consume).
• Alignment is the lever: The biggest performance unlock is often true partnership between pre-sales and sales—shared ownership of client outcomes, not a handoff.
• Thought leadership that sells: A repeatable writing engine (book + ongoing blogs/articles) clarifies the framework, builds authority, and creates higher-quality conversations that lead to revenue.
If Art’s “commitment to consume” mindset resonated, queue up Steve Watt's episode "Using Thought Leadership to Earn Your Way Into Sales Consideration" next. Steve digs into how thought leadership earns you a seat in the buying conversation before prospects are ready to buy—the same strategic shift from “pitching” to building credibility and momentum. Listen to both and you’ll get a one-two punch: how to align your revenue team for outcomes (Art) and how to use thought leadership to generate and accelerate demand (Steve).