The Scaling Presales Blog

According to CEB, the size of your average buying group has grown from nice, manageable one or two stakeholders to an average of 5.4. You need to build consensus with this...

If you’re in Sales, you’ve probably told people in Marketing that you can never get enough great content to send out to prospects and buyers and keep them engaged. You’ve probably...

Do you have a piece of company collateral nearby—maybe an infographic or a pitch deck?

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

If you’ve been in sales long, you’ve felt stuck between two opposing forces.

Buying groups are getting bigger. It's becoming more elusive to close your sale.

Salespeople tend to talk too much about themselves. It's time to ask more questions.

Yes, follow-up.

To generate agreement with those involved in deciding to purchase your solution, salespeople need to stop trying to sell one or two individuals. Instead, the focus of a consensus...

More than a quarter of all respondents in Richardson’s 2015 Selling Challenges Study named “finding ways to add relevant value to stakeholders” as one of the biggest problems that...

If you’ve tried to sell software or services lately, you probably felt that your conference line has gotten a little crowded.

Salespeople are often despised.

Image credit: sciencefiction.com