The Scaling Presales Blog

A recent article on SmartSellingTools.com caught our attention. It cited a study where sales enablement practitioners were asked what activities were included as part of their...

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

Nothing beats the engagement rate of video in sales and marketing. According to a post on Singlegrain.com, studies show that 59% of senior executives prefer video over text...

Most expert content marketers would agree that content pieces should be insight driven and address problems customers have but might not be aware that they do.

At CONSENSUS™, we’re all about helping your customers reach alignment, consensus, and agreement. In today’s sales demo culture, it’s imperative to identify and equip the...

To build B2B buying consensus, you don’t need to continually refine how customers perceive you. What customers need is a significantly more refined view of how they perceive...

“The pain of the same is greater than the pain of change.” This insight, most recently found in CEB’s The Challenger Customer, can be hard to get companies to believe. Many...

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Everyone hates the guy at the party who can only talk about how great he is. He’s a triathlete. He doesn’t eat gluten. He saved someone from drowning. He climbed Everest. And you...

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.