The Scaling Presales Blog

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

    Garin Hess

    Recent Posts

    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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    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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    Book Review (Part 1): The Sales Engineer Manager’s Handbook by John Care and Chris Daly

    By Garin Hess As the Founder of a SaaS company devoted to improving the lives of Sales Engineers and helping sales leaders scale presales through intelligent demo automation, I...

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    which demos can we automate?

    Intelligent Demo Automation: What Demos Can We AUTOMATE?

    This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, and Delegate," by exploring intelligent demo automation. You can also...

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    Scale Presales by Elimination with the Demo Qualified Lead (DQL)

    This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, Delegate." You can also download the e-book for a complete guide to scaling...

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    Presales Analysis Exercise–Defining the Gap

    If you find that your presales organization is struggling to keep up with demand, here's an exercise you can use to analyze your shortfall and create a foundation for scaling...

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    Scaling Presales: 8 Strategies to Boost Coverage With Existing Headcount

    Scaling Presales Sales engineers are often overworked and underappreciated. Increasing demand from Sales makes it difficult to keep up and many presales leaders are looking for...

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    Multiply Your Time with Interactive Automated Demos

    Interactive Automated Demos are Quadrant 2 Activities Because of Stephen Covey, the phrase "quadrant 2" has become ubiquitous with those oh-so-important but...

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    Consensus Recognized as Sales Enablement “Cool Vendor” by Gartner

    Sandy, Utah - May 28, 2019 - Consensus, the leader in interactive demo automation software for B2B sales, was selected by Gartner as one of three vendors recognized as a “Cool...

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    Master Subscription Agreement, Terms of Service and Service Level Agreement (SLA)

    By signing a sales order, by using CONSENSUS Software as a Service (SaaS), or by accepting services from CONSENSUS Professional Services, you agree to the following agreements:

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    What Information Do Buyers Want Most from Sales Teams? Demos Are #1

    When you are researching a new technology purchase, what do you want to see as quickly as possible? A demo. So does everyone else apparently. Recent research from Gartner shows...

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    Make "Bad" Product Videos and Get Better Engagement

    What's the first leading indicator that you have a strong product video? Engagement. That's how long viewers spend watching your video (or maybe re-watching). So the better the...

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    Consensus' Demo Automation Technology Recognized as Top B2B Sales Tool for 2018

    SANDY, Utah, May 15, 2018 /PRNewswire/ -- Consensus, an enterprise SaaS (software-as-a-service) startup that drives B2B sales through Demo Automation, has been recognized as one...

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    How to Make Software Demos More Cost Effective

    What SaaS and software companies can do to increase sales with demo videos. Show, don’t tell.

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    What is Demo Automation?

    One of the most inefficient, costly, time consuming but critical steps in the sales process is the live product demonstration (usually known as just "the demo"). Ask any B2B sales...

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