The Scaling Presales Blog

How can you spot a prospect who is going to lead to a sale versus one who isn’t?

Make more calls. Send more emails. Use LinkedIn more.

It's a common issue. Sales and Marketing don't collaborate enough on the creation and sharing of company content. It stalls sales and causes delays in meeting company goals.

People tend to distrust Sales. According to Forrester, 59% of buyers prefer to do research online instead of interacting with a sales rep.

In sales, it gets easy to think you have all the answers.

“Trusted advisor.”

Yes. But let's back up a minute and look at the challenges.

Recently we wrote about how salespeople tend to launch right into talking about their own products and services, without taking the time to listen to the buyer.

You see those marketing guys sitting across the room? You know, the team that sends you unqualified leads that you have to toil over to convert into closed sales? Well, it’s time...

Often in sales, we work hard to get contacts within an organization. We shoot for the title that is highest on the totem pole, thinking that their power will be enough to drive a...

"Come gather 'round Sales,

By Hilary Bird, Marketing at Consensus,@Hilbonix

Let’s say you’re in hot pursuit of that sale. You’ve wisely identified your mobilizer and taken the time to help them map out a compelling vision and a plan to share that vision...

If you're in Sales, you might feel like a closed sale is harder to get than ever before. But it’s not necessarily your fault. Chances are, the buying group is also complicating...

Few marketers know customers the way that salespeople do.