The Scaling Presales Blog

Click here to read the first installment in our Buyer Enablement series

What is Buyer Enablement? Well, first let me ask you two seemingly obvious questions about B2B sales:

How do you get prospects to qualify themselves? Problem Temporary solution Solution Reason

The concept of Agile Marketing has been around for a while - but executing it is much rarer to hear about. Which is funny, because it's actually much easier than more traditional...

What can AI bring to B2B sales? Personalization Data Sources Buyer empowerment Brand patronage Insight

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 –...

We can all agree that listening to people share epic fails is far more entertaining than hearing their success stories....of course, both have their place...but why not celebrate...

"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,...