The Scaling Presales Blog

How does the timeliness and depth of your sales team's data affect your ability to pivot and adapt to changes?

In sales, half the battle is keeping your buyer engaged until they can make the decision and get the approval to say 'yes'. This usually translates into salespeople sending them a...

In his January 26 post on InsideSales, Martin Moran shares this startling stat: roughly 60 percent of purchasing decisions get made before a prospect ever interacts with a...

"My real point is to do your best to optimize your VP of Sales hire around your target ACV. If your average customer is $50,000 in ACV, and you hire a great VP of Sales with lots...

"Many VP of Sales are NOT good at competitive sales. That may be fine depending on your market. But if your market is extremely competitive, make sure your VP Sales comes out of...

“How many times have you read a published research brief, report or white paper and thought, ‘This is EXACTLY what we need to do!’ You shared the inspiring content with your...

The Consensus platform helped the Impartner marketing team solve many of their day-to-day challenges while proving, through analytics, that a demo automation strategy works....

This enterprise customer is a cloud-based software company that is part of a multibillion-dollar global enterprise. As with many sales opportunities, selling software into offices...

“Where do I start?” is one of the most common questions asked about the sales tech stack. Building the right stack seems daunting, risky, expensive, and too complex. There are so...

CleanTelligent is a widely successful software company. Still, they experienced some sales obstacles including giving repetitive product demos that didn’t address real business...

Any salesperson that works with mid-market or enterprise clients knows the pain of a long sales cycle. When decisions are being made that will impact a company for months or even...

Instead of bogging down your live sales conversations with repetitive and generic product information, an Intelligent Automated Demo gives each decision maker a personalized demo...

In this guide, we outline what has worked for a variety of different software and technology companies, including tailoring your demos to each individual prospect, developing...

"When I think of red tape, what I think about immediately for a B2B complex sale - and marketing automation is definitely complex - I think about consensus. Consensus is hard to...

"Many of you have likely heard the analysis by Corporate Executive Board that B2B customers have completed nearly 60% of their purchasing decisions before ever speaking with a...