The Scaling Presales Blog

It’s not enough to just sell when your prospects have already heard the same features and benefits spiel from all of your competitors.

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

You’ve got your potential customer listening. Now what? It’s time to talk about your amazing solution, right? And tell them how great it’s been for other customers? Sure, you...

By Sid Krommenhoek, Managing Partner at Peak Venture Capital, @krommenhoek

You did it. You finally found a person in the company who is genuinely excited to talk to you about your solution. But guess what? That’s not enough anymore.

If your B2B sales process is anything like ours, your account development reps set a call with the first qualified contact they reach at a prospect company, that individual learns...

If you had a hunch your B2B sales job was getting more difficult, new research proves you’re right.

Have you ever been in a group trying to decide where to eat or which movie to see? Easy, right? Wrong.

Working for an ad agency early in my career gave me the opportunity to dive into a variety of client industries. One client was the Gina Bachauer International Piano Competition,...

What do you sell? Is it a product? A solution?

CONSENSUS™ is conducting a series of interviews with sales and marketing leaders on the topic of B2B buying consensus. Several analyst firms, including CEB, SiriusDecisions, and ...

Guest post summary from Don Cash, SVP of Global Inside Sales at BMC Software