Consensus: The Scaling Presales Blog

John Cook

What Is a Sales Engineer?

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

Let's start with the basic sales engineer definition:

Webinar: Master the ROI Calculation to Enable Your Buyers

by John Cook | Aug 02, 2019 | buyer enablement

Buyer Enablement - Utilizing Prescriptive Selling Techniques

by John Cook | 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...

Buyer Enablement — Tailoring the Sales Experience for Productivity

by John Cook | 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...

Salespeople to Sales Engineer Ratio Trends

by John Cook | 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...

Why B2B suppliers should focus on selling from the buyer's perspective

by John Cook | Mar 15, 2019 | buyer enablement

Most B2B sellers have strict sales protocols set up for their products or services that they expect their salespeople will follow to the letter. However, these sales plans are...

Are Presales demos an efficient sales process?

by John Cook | Mar 08, 2019 | presales

Any business that sells highly technical products or services in a B2B setting likely uses Presales, but you may not recognize the name. While Presales is the name of the...

Understanding the Difference Between Sales and Pre-sales

by John Cook | Feb 28, 2019 | sales vs presales, what is the difference between sales and presales, sales enablement tools, difference between sales and presales, b2b sales tools, presales

What is the importance of pre-sales? The role of pre-sales in the B2B world Pre-sales engineers The role of technology in pre-sales: Interactive demos

Effective Pre-sales Activities for the Win in B2B Sales

by John Cook | Jan 29, 2019 | effective pre-sales activities, sales force automation, pre sales, sales engineering, pre-sales activities, presales

How do you make your pre-sales activities more effective? Utilize analytics Marketing assistance Digital customer experience Integration across departments

Digitization Vastly Improves the B2B Pre-sales Cycle

by John Cook | Jan 27, 2019 | b2b pre-sales, digitization, sales force automation, sales engineering, how digitization improves b2b, presales

What should companies understand about digitization? Why the B2B industry should embrace digitization How B2B suppliers can successfully digitize their companies

Digitizing B2B Companies Can Make Sales Soar

by John Cook | Jan 20, 2019 | how digitizing b2b affects sales, sales enablement tools, does digitizing b2b affect sales, sales, digitizing b2b, b2b sales tools

How does digitization impact your sales team?

Choice Isn't Always a Better Thing

by John Cook | Jan 13, 2019 | why choice isn't always better, sales enablement tools, sales, why choice is a disadvantage, b2b sales tools, choice isn't always better

What’s new in the B2B sales landscape? The Sales Cloud Understanding the Sales Process Focusing on Personalization

Buyer Enablement — Keep the Conversation Going

by John Cook | Jan 10, 2019 | buyer enablement, how to keep the conversation going, sales enablement tools, keep conversation going, b2b sales tools

What should you keep in mind when integrating buyer enablement into your sales process? The sales process has changed Trust is key Keep the conversation going

Buyer Enablement — Who's Really Making the Sale? (The Answer Might Surprise You)

by John Cook | Jan 08, 2019 | buyer enablement, b2b sales, sales force automation, who makes the sale, sales engineering

Who actually makes the sales in your sales process? The internal champion Benefits of having an internal champion Ensuring your internal champion performs well

7 Types of B2B Marketing Videos—and When to Use Them

by John Cook | Nov 21, 2018 | sales enablement tools, b2b marketing videos, Marketing, types of b2b marketing videos, when to use b2b marketing videos, b2b sales tools

What are the seven primary types of B2B marketing videos? Webinar Instructional/Demonstrational Testimonial Interview and Q&A Story Telling Video Showcase Vlog

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The Scaling Presales Blog

John Cook

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