The Scaling Presales Blog

Overcoming group buying dysfunction andenabling your internal champion to sellare the most important topics for us at Consensus. On that note, CEB recently hosted a sales leader...

Do you know what’s the biggest roadblock facing B2B sales today? Group buying dysfunction. It is dragging out sales cycles for months and months, or worse - results in a ‘no...

I love running our sales acceleration startup Consensus. Having to constantly sprint up the learning curve is one of the things that I like best about being a founder. And reading...

Like most companies, you probably produce regular webinars of one kind or another. That's great. But I want to share a little secret to how we get qualified sales appointments...

Consensus offers multiple ways in which you can leverage video content. We like to break these down into three different types of “demos”:

When we launch startups, we wear every imaginable hat possible. Good leaders ask, "How can I do more?", but great leaders ask, "How can I do less?" As startup leaders we do a lot...

As a marketing or sales professional, you're aware of the power of email marketing for lead generation. Part of email marketing is unsubscribers; people opting out of email...

If you’ve ever traveled outside the United States, there’s a good chance you’ve encountered a new culture, language, and people. If you’re like me, you probably went shopping for...

Business2Communityrecently cited media content marketingas one of the B2B marketing trends to look out for in 2017. They write, "It’s easy to see why video and photos are...

How can we leverage the concept of something "going viral" in B2B sales? Isn't this usually a marketing thing? To close B2B sales faster, we need to discover and engage the buying...

What once was a clear line between where marketing ended and sales began, has become less and less defined in today’s B2B world. As customer’s buying behaviors have drastically...

Ben Cohen (Wall Street Journal), recently wrote an article titled "The Basketball Team that Never Takes a Bad Shot", profiling the Pine City, Minnesota (USA) high school...

There are a lot of reasons new startups don’t work out: interpersonal bickering among founders, undercapitalization, lack of validation in product market fit, unbridled optimism...

I’m not a sales leader or seasoned vet with years of experience. I am a student of sales, three years into my time at CONSENSUSworking with pros specializing in the B2B sales...

Omar Johnson, CMO of Beats by Dre, took the stage at Qualtrics Insight Summit last week in Salt Lake City. He shared some incredible insight into the business and marketing world...