Consensus

The Scaling Presales Blog

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

    Salespeople to Sales Engineer Ratio Trends

    What should every B2B company know about sales engineers? Understanding the role of a sales engineer Availability is key, presentation volume drives need How to scale sales...

    read more

    Understanding the Difference Between Sales and Pre-sales

    What is the importance of pre-sales? The role of pre-sales in the B2B world Pre-sales engineers The role of technology in pre-sales: Interactive demos  

    read more

    Digitizing B2B Companies Can Make Sales Soar

    How does digitization impact your sales team?  

    read more

    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  

    read more

    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  

    read more

    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  

    read more

    Finessing Failure

    What are some common sales mistakes and how can you learn from them? Missing sales goals Losing the sale Not understanding the customers  

    read more

    3 Tricks to Offering Gimmick-free Special Deals

    What can you do to offer appealing special deals? Offer a beta trial Offer an upgrade Give something special to the champion buyer Use flash sales promotions  

    read more

    Two Reasons to Use Video for Sales

    Why should you use video for sales? Video shows instead of tells People are more receptive to video than longer-form content  

    read more