The Scaling Presales Blog

As a key member of the revenue team, SEs should take strategic risks. For some this means finding new ways to approach value selling. For others it means not be afraid to ask...

For more than two years, “scaling presales” has topped the list of hot button challenges that leaders—presales and sales—have tried to solve. 

You've read the 2021 SE Compensation and Workload Report. What did you learn? What did you miss? And what does it all mean for Presales moving forward? The second annual SE...

Working with channel partners can be both a blessing and a curse. On the one hand, they provide you with an easy way to scale your sales organization and drive volume sales of...

One of our biggest customers recently told me that all of the tech, the training, the certifications, the money that’s poured into sales is designed to 1) help sellers get in...

We’re not for everyone, and we get that. In fact, over the years, we’ve built up a pretty good idea of who does and who doesn’t fit Consensus. 

Adam Freeman, Head of Presales at The Access Group, approached me (Consensus Founder and CEO) and Freddy Mangum (Hub Founder and CEO) with this objective: let's put together a...

Our Presales profession is undergoing a major change. Are you thinking of, or in the thick of, trying to lead your organization through the Digital Presales transformation? If...

  Stop selling pain and earn the right to sell with empathy!   You left the last demo feeling great. You did exactly what you were trained to do - you found the pain during...

  Your revenue team has two main components: Presales and Sales. How do you get the most out of both of them?   Every complex B2B sales opportunity requires two key roles in...

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

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...

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

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

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.