Consensus

The Scaling Presales Blog

Explore original research and thought leadership for Presales, Buyer Enablement, and B2B go-to-market disruption.

    Effective Pre-sales Activities for the Win in B2B Sales

    How do you make your pre-sales activities more effective? Utilize analytics Marketing assistance Digital customer experience Integration across departments  

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    Digitization Vastly Improves the B2B Pre-sales Cycle

    What should companies understand about digitization? Why the B2B industry should embrace digitization How B2B suppliers can successfully digitize their companies  

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    Digitizing B2B Companies Can Make Sales Soar

    How does digitization impact your sales team?  

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    Choice Isn't Always a Better Thing

    What’s new in the B2B sales landscape? The Sales Cloud Understanding the Sales Process Focusing on Personalization  

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    Buyer Enablement — Keep the Conversation Going

    What should you keep in mind when integrating buyer enablement into your sales process? The sales process has changed Trust is key Keep the conversation going  

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    Buyer Enablement — Who's Really Making the Sale? (The Answer Might Surprise You)

    Who actually makes the sales in your sales process? The internal champion Benefits of having an internal champion Ensuring your internal champion performs well  

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    7 Types of B2B Marketing Videos—and When to Use Them

    What are the seven primary types of B2B marketing videos? Webinar Instructional/Demonstrational Testimonial Interview and Q&A Story Telling Video Showcase Vlog  

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    Make Your Sales Prospecting More Effective with Targeted Demo Videos

    How can video improve your sales prospecting? Three dynamics that fuel the use of video prospecting Video makes sales and marketing easier Your go-to demo automation platform

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    3 Excellent Tips for B2B Sales Reps

    What are some excellent tips for B2B sales reps? It's about the prospect, not you Keep consistent contact Listen, listen, listen  

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    Sales Enablement Mistakes Your Team Should Avoid

    Sales enablement is a term that has become popular among those working in sales. It’s been discussed in many companies, but it still sometimes brings confusion, particularly in...

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    Monitoring Metrics to Analyze B2B Sales Video Effectiveness

    What should you keep in mind when monitoring metrics for your B2B sales video? Important metrics to take note of The importance of keeping track of metrics What consensus can...

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    Why Videos Are the Preferred Media for B2B Sales

    Why are videos the preferred media type in the B2B environment? Video compresses information People prefer video over traditional media Potential buyers are actively seeking...

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    Best Practices for B2B Sales Enablement

    What are the best practices used in B2B sales enablement? Coaching and training Collaboration with marketing Strategizing and implementation Prioritizing nurtured leads ...

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    Common Sales Processes Your Team Should Be Automating

    A sales team’s main job is to sell. Anything other than selling—such as drafting emails, selecting leads, and researching relevant reports, are not what they should focus their...

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    Tips for Choosing the Best Sales Automation Platform

    What should you take into consideration when choosing the best sales automation platform for your business? Identify your needs Look for specific features Ease of use and...

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