Consensus

The Scaling Presales Blog

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

    Webinar- Automated Demo Content - Getting It Right

    Getting your Demo Automation strategy right is essential to the success of you team. How do you get this initiative off the ground? 

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    Paying Presales with Kerry Sokalsky

    Webinar- Paying Presales: How to Maximize Motivation & Results

    How do you determine the best comp plan for your team? How people are compensated drives a good portion of their behavior, but Presales compensation plans vary widely in both...

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    Webinar- Seven Skill Levels for Stunningly Successful Discovery

    Many sales and presales practitioners say they are skilled at doing Discovery – but are they?   Where are you on this progression?

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    Webinar- What is Presales? I Don't Remember! with John McGann

    The Lines are Blurring …   Sales is Presales Post-sales was always Presales Marketing is Presales (what??) Presales is...

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    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.

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    Webinar - 2021 Sales Engineering Compensation & Benchmark Update

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    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...

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    Webinar - Selling in the Gaps and the Sales/Presales Relationship Revolution

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    Webinar - Quit Wasting Your Wasted Demos

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    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...

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    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...

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    Presales webinar with Delia Parman

    Webinar - Reconstructing Presales

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    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 ...

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    "Selling Is Hard. Buying Is Harder." is the definitive work on Buyer Enablement.

    We literally wrote the book on Buyer Enablement, and it's already an Amazon Best Seller!

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    Webinar - Potential Pitfalls When Scaling Presales

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