Consensus: The Scaling Presales Blog

Salespeople to Sales Engineer Ratio Trends

by John Cook | Mar 25, 2019 | sales enablement tools, b2b sales tools, presales

What should every B2B company know about sales engineers? Understanding the role of a sales engineer Availability is key, presentation volume drives need How to scale sales...

Understanding the Difference Between Sales and Pre-sales

by John Cook | Feb 28, 2019 | sales vs presales, what is the difference between sales and presales, sales enablement tools, difference between sales and presales, b2b sales tools, presales

What is the importance of pre-sales? The role of pre-sales in the B2B world Pre-sales engineers The role of technology in pre-sales: Interactive demos

Digitizing B2B Companies Can Make Sales Soar

by John Cook | Jan 20, 2019 | how digitizing b2b affects sales, sales enablement tools, does digitizing b2b affect sales, sales, digitizing b2b, b2b sales tools

How does digitization impact your sales team?

Choice Isn't Always a Better Thing

by John Cook | Jan 13, 2019 | why choice isn't always better, sales enablement tools, sales, why choice is a disadvantage, b2b sales tools, choice isn't always better

What’s new in the B2B sales landscape? The Sales Cloud Understanding the Sales Process Focusing on Personalization

Buyer Enablement — Keep the Conversation Going

by John Cook | Jan 10, 2019 | buyer enablement, how to keep the conversation going, sales enablement tools, keep conversation going, b2b sales tools

What should you keep in mind when integrating buyer enablement into your sales process? The sales process has changed Trust is key Keep the conversation going

7 Types of B2B Marketing Videos—and When to Use Them

by John Cook | Nov 21, 2018 | sales enablement tools, b2b marketing videos, Marketing, types of b2b marketing videos, when to use b2b marketing videos, b2b sales tools

What are the seven primary types of B2B marketing videos? Webinar Instructional/Demonstrational Testimonial Interview and Q&A Story Telling Video Showcase Vlog

Finessing Failure

by Hilary Bird | Aug 20, 2017 | sales enablement tools, finessing failure, embracing failure, sales, b2b sales tools, how to deal with failure

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

3 Tricks to Offering Gimmick-free Special Deals

by Garin Hess | Aug 13, 2017 | gimmick free deals, offer gimmick free deals, sales, sales force automation, how to offer gimmick free deals, b2b sales tools

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

Two Reasons to Use Video for Sales

by Garin Hess | Jul 30, 2017 | use video for sales, sales enablement tools, sales, b2b sales tools, why use video for sales, reason to use video for sales

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