The Scaling Presales Blog

SANDY, Utah, May 15, 2018 /PRNewswire/ -- Consensus, an enterprise SaaS (software-as-a-service) startup that drives B2B sales through Demo Automation, has been recognized as one...

What SaaS and software companies can do to increase sales with demo videos. Show, don’t tell.

One of the most inefficient, costly, time consuming but critical steps in the sales process is the live product demonstration (usually known as just "the demo"). Ask any B2B sales...

Are you selling in a highly competitive environment? If so, one of your constant battles is persuading your prospect to switch from the status quo to your solution. We all...

Find out why the CEO of Consensus rejects Elon's Musk advice to entrepreneurs with this article on Linkedin on October 31, 2017.

This may sound simplistic, but too often we think of buyers as prospects, leads, champions, future customers instead of thinking about them as people. People like you and me. It’s...

In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to...

What tips can be used to accelerate B2B sales? Cater to the decision-makers in the buying group Let clients help you Meet your buyers where it counts

What are some common sales mistakes and how can you learn from them? Missing sales goals Losing the sale Not understanding the customers

What can you do to offer appealing special deals? Offer a beta trial Offer an upgrade Give something special to the champion buyer Use flash sales promotions

What are the things that you should know about the buyer? B2B buyers are usually teams Help your buyers with this two-step process There are numerous sales enablement tools...

Why should you use video for sales? Video shows instead of tells People are more receptive to video than longer-form content

What other benefits are there to sales and marketing alignment?

While the job of a B2B sales rep is focused on closing a deal, taking a prospect to becoming a customer, it's good to keep relationships ongoing even after they reach customer...

Hopefully, most of you are already leveraging SLA's (Service Level Agreements) in your sales deals. Without them, you run the risk of unsatisfied customers, unsatisfied employees...