Consensus

The Scaling Presales Blog

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

    John Cook

    John Cook
    John is the Director of Communications at Consensus. For the past three years, he’s been searching out the brightest thought leaders in the Presales space, conducting original research, and generally making a nuisance of himself. He’s the author of the Sales Engineering Compensation & Workload Study.
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    Recent Posts

    Presales webinar banner: the 6 demo types and where they belong

    Webinar: The 6 Demo Types and Where They Belong

    by | Nov 25, 2019 | webinar, presales

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    Webinar: Buyer Enablement Is the Only Strategy That Matters

    by | Nov 05, 2019 | buyer enablement, webinar

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    What Is A Solutions Consultant? Deep Expertise and a Demo Crunch

    by | Sep 27, 2019 | sales engineer, presales, sales titles, solutions consultant

    What Is A Solutions Consultant? The role of a Solutions Consultant is often misunderstood, not least because it goes by so many names. In fact, there’s a bit of a circus of...

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    Webinar: The Perfect Presales Demo Environment with Peter Cohan

    by | Sep 20, 2019 | buyer enablement, b2b, Garin Hess, sales, presales, saas, consensus

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    Webinar: How To Craft Razor-Sharp Sales Questions

    by | Sep 10, 2019 | buyer enablement, b2b, Garin Hess, sales, saas, consensus

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    Webinar: Building Buying Consensus: Lessons From 20 Years of Research

    by | Aug 24, 2019 | buyer enablement, B2P Partners, b2b, Garin Hess, sales, Wayne Cerullo, saas, consensus

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    Webinar: How To Nail the Human + Technology Mix in the Customer Journey With Jason Voiovich

    by | Aug 24, 2019 | Jason Voiovich, buyer enablement, b2b, customer journey, Garin Hess, sales, saas, consensus, product demo

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    Webinar: Coaching Buyer-Centric Sales With Kevin Davis

    by | Aug 23, 2019 | buyer enablement, b2b, sales funnel, Garin Hess, sales, sales stages, Kevin Davis, saas, consensus

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    Webinar: Moments That Make the Sale With Andy Paul

    by | Aug 23, 2019 | buyer enablement, b2b, Andy Paul, Garin Hess, sales, saas, the sales house, consensus

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    Webinar: Why Every Product Demo Needs a Good Story With Oscar Santolalla

    by | Aug 23, 2019 | buyer enablement, b2b, Garin Hess, sales, saas, consensus, product demo, Oscar Santolalla

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    What Is a Sales Engineer?

    by | Aug 17, 2019 | sales engineer, complex sale, presales, solutions consultant

    Let's start with the basic sales engineer definition:

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    Webinar: Master the ROI Calculation to Enable Your Buyers

    by | Aug 02, 2019 | buyer enablement

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    Buyer Enablement - Utilizing Prescriptive Selling Techniques

    by | Apr 24, 2019 | buyer enablement, prescriptive selling techniques, sales force automation, what is prescriptive selling, prescriptive selling

    How can you utilize prescriptive selling techniques? What the figures show Prediction is king Design a ‘prescription’ for your customer Understand the point of prescriptive sales...

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    Buyer Enablement — Tailoring the Sales Experience for Productivity

    by | Apr 10, 2019 | tailoring sales experience, buyer enablement, sales enablement tools, how to improve productivity, tailoring sales experience for productivity

    What do you need to do to improve your sales experience for productivity? A look into strong productivity Techniques to increase sales productivity Use buyer enablement to...

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    Salespeople to Sales Engineer Ratio Trends

    by | Mar 25, 2019 | sales enablement tools, b2b sales tools, presales

    What should every B2B company know about sales engineers? Understanding the role of a sales engineer Availability is key, presentation volume drives need How to scale sales...

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