Consensus

The Scaling Presales Blog

Explore original research and thought leadership for Presales, Buyer Enablement, and B2B go-to-market disruption.

    The Hidden Gems From Sales Engineering Research

    Since the 2021 SE Compensation and Workload Report was released earlier this year, you’ve probably thought about the trends developing in the Presales sector. One thing is sure,...

    read more

    Book Review (Part 2): The Sales Engineer Manager’s Handbook

    By Garin Hess This post is Part 2 of a 4-part in-depth review of "The Sales Engineer Manager's Handbook". Read a summary review and Part 1 here.

    read more

    Book Review (Part 1): The Sales Engineer Manager’s Handbook by John Care and Chris Daly

    By Garin Hess As the Founder of a SaaS company devoted to improving the lives of Sales Engineers and helping sales leaders scale presales through intelligent demo automation, I...

    read more
    which demos can we automate?

    Intelligent Demo Automation: What Demos Can We AUTOMATE?

    This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, and Delegate," by exploring intelligent demo automation. You can also...

    read more

    Scale Presales by Elimination with the Demo Qualified Lead (DQL)

    This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, Delegate." You can also download the e-book for a complete guide to scaling...

    read more

    Presales Analysis Exercise–Defining the Gap

    If you find that your presales organization is struggling to keep up with demand, here's an exercise you can use to analyze your shortfall and create a foundation for scaling...

    read more

    Panel: To Discovery and Beyond

    read more

    Panel: Remote Presales Strategies

    read more

    Scaling Presales Webinar: 8 Proven Strategies

    read more

    Webinar: Sales Engineer Salary & Workload

    read more
    Presales webinar banner: the 6 demo types and where they belong

    Webinar: The 6 Demo Types and Where They Belong

    read more

    What Is A Solutions Consultant? Deep Expertise and a Demo Crunch

    What Is A Solutions Consultant? The role of a Solutions Consultant is often misunderstood, not least because it goes by so many names. In fact, there’s a bit of a circus of...

    read more

    Webinar: The Perfect Presales Demo Environment with Peter Cohan

    read more

    What Is a Sales Engineer?

    Let's start with the basic sales engineer definition:

    read more

    Multiply Your Time with Interactive Automated Demos

    Interactive Automated Demos are Quadrant 2 Activities Because of Stephen Covey, the phrase "quadrant 2" has become ubiquitous with those oh-so-important but...

    read more