Consensus

The Scaling Presales Blog

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

    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?

    read more

    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...

    read more

    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.

    read more

    Webinar - 2021 Sales Engineering Compensation & Benchmark Update

    read more

    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...

    read more

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

    read more

    Webinar - Quit Wasting Your Wasted Demos

    read more
    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...

    read more

    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...

    read more
    Presales webinar with Delia Parman

    Webinar - Reconstructing Presales

    read more

    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 ...

    read more

    "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!

    read more

    Webinar - Potential Pitfalls When Scaling Presales

    read more

    Scaling Presales: 8 Strategies to Boost Coverage With Existing Headcount

    Scaling Presales Sales engineers are often overworked and underappreciated. Increasing demand from Sales makes it difficult to keep up and many presales leaders are looking for...

    read more

    Webinar - A Seat at the Table; How Presales Achieves a Strategic Voice

    read more