The Scaling Presales Blog

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...

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...