Consensus: The Scaling Presales Blog

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.

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

Make Your Sales Prospecting More Effective with Targeted Demo Videos

by John Cook | Nov 13, 2018 | improve sales prospecting with video demos, targeted video demos, sales enablement tools, b2b sales software, sales, effective sales prospecting

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

3 Excellent Tips for B2B Sales Reps

by John Cook | Nov 06, 2018 | tips for excellent sales reps, sales enablement tools, sales enablement software, sales, tips for b2b sales rep, tips for sales reps

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

Sales Enablement Mistakes Your Team Should Avoid

by John Cook | Nov 04, 2018 | sales enablement tools, sales enablement mistakes team should avoid, sales enablement tools mistakes, sales enablement mistakes, sales, sales enablement mistakes to avoid

Sales enablement is a term that has become popular among those working in sales. It’s been discussed in many companies, but it still sometimes brings confusion, particularly in...

Monitoring Metrics to Analyze B2B Sales Video Effectiveness

by John Cook | Oct 24, 2018 | video effectiveness metrics, sales enablement tools, sales enablement software, sales, measuring video effectiveness, monitoring video effectiveness

What should you keep in mind when monitoring metrics for your B2B sales video? Important metrics to take note of The importance of keeping track of metrics What consensus can...

Why Videos Are the Preferred Media for B2B Sales

by John Cook | Oct 14, 2018 | videos prefered media b2b sales, why videos are preferred, sales, videos for b2b sales, sales automation, demo automation

Why are videos the preferred media type in the B2B environment? Video compresses information People prefer video over traditional media Potential buyers are actively seeking video

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The Scaling Presales Blog

John Cook

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