The Scaling Presales Blog

This month is a 2 for 1 deal. I'm going to introduce you at a new app AND also participate in an informational webinar about it.

A Q&A with Consensus™ co-founder and CEO Garin Hess.

Sales is an interesting thing. You don't have to go to college to be in sales. Actually, there are very few classes on sales at any university. A good salesperson can be a...

When a group of people must agree on a place to eat, disaster abounds. One person will inevitably try to choose McDonald's, just to see if there’s anyone else on earth who yearns...

Salespeople are blessed with a number of tools these days to quickly prepare, present, and track customized sales materials for a prospect.

Editor’s note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the...

One shared challenge that pops up in every sales executive’s game plan is the need to convert an inquiry-based contact (INQ) into a marketing qualified lead (MQL). An even more...

By now, you’ll be hard-pressed to find a salesperson who doesn’t extol the virtues of being able to deliver customized content to their prospective buyers.

Your salespeople aren't robots.

Editor's note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the...

What makes a buyer agree to a sale at a higher price point, rather than digging for a discount?

Remember the days of long, comfortable sales cycles?

"It’s important to note that a majority of B2B sales reps miss a huge opportunity every day. This is usually not based on a lack of intelligence, but on a flaw within many...