The Scaling Presales Blog

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

    John Cook

    Recent Posts

    Buyer Enablement - Utilizing Prescriptive Selling Techniques

    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...

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    Buyer Enablement — Tailoring the 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

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

      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...

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    Are Presales demos an efficient sales process?

      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...

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    Understanding the Difference Between Sales and Pre-sales

    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  

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    Effective Pre-sales Activities for the Win in B2B Sales

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

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    Digitization Vastly Improves the B2B Pre-sales Cycle

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

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    Digitizing B2B Companies Can Make Sales Soar

    How does digitization impact your sales team?  

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    Choice Isn't Always a Better Thing

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

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    Buyer Enablement — Keep the Conversation Going

    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  

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

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

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

    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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    Make Your Sales Prospecting More Effective with Targeted Demo Videos

    How can video improve your sales prospecting? Three dynamics that fuel the use of video prospecting Video makes sales and marketing easier Your go-to demo automation platform

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    3 Excellent Tips for B2B Sales Reps

    What are some excellent tips for B2B sales reps? It's about the prospect, not you Keep consistent contact Listen, listen, listen  

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