The Scaling Presales Blog

"Imagine you are traveling with your laptop and your smartphone. For some reason, you are stuck in the desert, and you have no Wi-Fi connection whatsoever. It means you have no...

By Hilary Bird, Marketing at Consensus,@Hilbonix

Check out this great, in-depth guest post from the CONSENSUS™ development team. Authors include Fumiko Richards, Stephen Felt and Rosy Grimaud.

When a group of people must agree on a place to eat, disaster abounds. One person will inevitably try to choose McDonald's, just to see if there’s anyone else on earth who yearns...

"Many VP of Sales are NOT good at competitive sales. That may be fine depending on your market. But if your market is extremely competitive, make sure your VP Sales comes out of...

“The pain of the same is greater than the pain of change.” This insight, most recently found in CEB’s The Challenger Customer, can be hard to get companies to believe. Many...