The Scaling Presales Blog

How do you handle the reality that 90% of buyers in your market aren't looking to buy? Or even more, aren't aware they have the exact problem that your solution could fix? Jim...

Why should you focus on enabling the buyer? Reduce the buying cycle timeline Ensure accuracy Simplify interactions Build relationships Keep it concise Keep it comprehensive ...

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and...

Why Do Images Matter in Marketing Content? As we talked about in ourpost on mastering marketing images, content is king in the world of marketing. But every piece of content –...

"Where are you?" my wife said, waving her hand in front of my face. "Where did you go?" Well, to answer her question, I was lost in the labyrinthine paths of a difficult decision...

"Avoiding change, though, is impossible. And these next few decades will be an era of sweeping change. One of the biggest and most disruptive forces behind all this change is...

What is B2B Buyer Enablement and how does it differ from Sales Enablement? Well let's start with the obvious - Buyer Enablement focuses on the buyer and their needs, whereas Sales...

I remember the moment I began to envision what eventually became Consensus. I was running my last tech startup, selling B2B software, and I had just finished six straight demos,...

"Adaptive fluency is what makes the difference between good and great in these different situations: salespeople’s ability to quickly adjust their activities, behaviors, messages,...

Overcoming group buying dysfunction andenabling your internal champion to sellare the most important topics for us at Consensus. On that note, CEB recently hosted a sales leader...

Do you know what’s the biggest roadblock facing B2B sales today? Group buying dysfunction. It is dragging out sales cycles for months and months, or worse - results in a ‘no...

I love running our sales acceleration startup Consensus. Having to constantly sprint up the learning curve is one of the things that I like best about being a founder. And reading...

Like most companies, you probably produce regular webinars of one kind or another. That's great. But I want to share a little secret to how we get qualified sales appointments...

Consensus offers multiple ways in which you can leverage video content. We like to break these down into three different types of “demos”:

When we launch startups, we wear every imaginable hat possible. Good leaders ask, "How can I do more?", but great leaders ask, "How can I do less?" As startup leaders we do a lot...