Consensus

The Scaling Presales Blog

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

    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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    Webinar- Sales Shouldn’t Hurt: How to Connect More Sustainably with Your Prospects and Build Stronger Relationships

      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...

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    Webinar- Working Seamlessly as a Sales Team

      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...

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    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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