Consensus

The Scaling Presales Blog

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

    Webinar: Hiring Presales

    Finding quality talent is hard. Finding amazing Sales Engineers is even harder.  So how do you find the right people to fill openings and scale your Presales teams? We're...

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    Webinar: Your Business is Unique – So Your Digital Hybrid Presales Model Must Be Too

    Your business is unique -- So is your buyer's journey! There are 3 crucial factors to consider when plotting presales impact so introducing them needs careful understanding....

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    What is Presales?

    This may be the most shameless SEO-driven post we ever publish, but it turns out enough people Google “what is presales” to merit its own blog. As a presales scaling solution,...

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    Who Really Closes the Deal? The Best Case for Buyer Enablement

    Most people think the sales team closes the deal. There’s an entire category of sales professionals known for complex selling. But there’s no such thing as a complex sale!...

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    WEBINAR: Fabulously Successful Presales/Sales Partnering Principles

     

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    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...

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    4 Must-Haves to Deliver a Successful Product Demonstration

    Demos are just not one-size-fits-all. Though the term “demo” is ubiquitous in presales and sales settings, teams aren’t consistent in defining what a good demo should look...

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    Webinar: No Value Selling Approach is Too Risky for Sales Engineers

    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...

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    2 Gaps to Bridge in order to Scale Presales

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

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    Unexpected Gems: Mining the 2021 Workload and Compensation Report

    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...

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    3 Ways Digital Demos Can Transform Your Channel Sales

    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...

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    How presales is transforming sales ...and why sales leaders need to pay attention

    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...

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    6 Reasons Why You Shouldn’t Buy Consensus

    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. 

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    The Presales Technology Buying Guide: Manage the Buying Process to Get Buy-in

    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...

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    Webinar: Change Before You Have To: Leading the Presales Transformation Inside Your Organization

    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...

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