The Scaling Presales Blog

"End-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes." These were the findings...

It seems every conference or trade show has sessions that leave people feeling inspired, motivated and intrigued — and then the ones that leave people thinking, “how’d that make...

Remember when CEB revealed last year that the average buying group size had jumped from 5.4 stakeholders to a staggering 6.8 - with predictions that number would only continue to...

Personalization is the latest buzz word in the world of B2B marketing and sales. We’ve come to realize that mass generic emails and cold calls with blanket sales pitches not only...

We're obsessed with the concept of "personalizing" everything nowadays. As more B2C marketing and selling strategies seem to bleed into B2B strategies, personalization is no...

While all the glory may be in the closed deal, we can’t forget that the effort we invest in marketing and pre-sales is what landed us the seat at the table in the first place....

The patented branching demo automation technologyy that drives CONSENSUS enables prospects to self-select their way through personalized video demo of your product or solution and...

I previously wrote that if you don't start thinking like buyers, your close rate will plummet. I said, sparking some controversy, that there are no such thing as complex...

Get Rid of Your Salesforce Stages Sales leaders, why are you using the standard sales stages in Salesforce? Or any other CRM for that matter? Do you think your CRM knows the...

By Garin Hess, Founder and CEO of Consensus,@garin_hess

This How-To Consensus blog is part of theSales Development Use Case

One year ago TechCrunch proclaimed that 2016 would be"The Year of the Sales Stack." They were right; the technology a company adds to its sales stack can really make or break its...

ByTate Smith,@goconsensus Recently, CEB held its annual Sales & Marketing Summit. The headline was simple: Buying grows tougher • 51% - Percent of customers willing to buy, but...

By Hilary Bird, @hilbonix,@goconsensus

By Hilary Bird, @hilbonix