The Scaling Presales Blog

What are the most common challenges that come with sales enablement? Misaligned marketing and sales Not using innovative technologies Misconceptions about enablement in general

What are the ways you can utilize sales automation to convert more leads? Using email as much as possible Finding out what content you can use again Implementing effective...

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...

Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.

As a sales person, you see the same “time-tested” tips thrown around a lot.

People tend to distrust Sales. According to Forrester, 59% of buyers prefer to do research online instead of interacting with a sales rep.

Editor’s note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the...

Product demos are tough. I mean, really tough. Depending on your sales funnel, it may be the first time you get some real face time with the prospect. After watching countless...

Photo CC: Sean MacEntee Product demos are likely the most important interaction you will have with prospects throughout the sales process. So why are so many demos flat-out...

The wording in your product demo means everything. I mean it; you cannot waste a single word because the best product demos are short, and sweet—and very sales driven. Part of my...

We generally think of automation as a way to save time. And we often only think about automating tasks that make us want to pull our hair out with frustration or boredom. This...

Source: Flickr, Hiking Artist, licensed under CC There are many different sales methodologies out there in the world and all of them claim to have the most effective sales...