The Scaling Presales Blog

What does it really mean to be a trusted advisor?

What catches a buyer’s eye and gets them to fill out your lead form?

Seems obvious, right?

Guest post from Max Laughlin, Business Development at A Sales Guy, Inc @asalesguy @asalesguymax

It's a common issue. Sales and Marketing don't collaborate enough on the creation and sharing of company content. It stalls sales and causes delays in meeting company goals.

People tend to distrust Sales. According to Forrester, 59% of buyers prefer to do research online instead of interacting with a sales rep.

“Trusted advisor.”

You see those marketing guys sitting across the room? You know, the team that sends you unqualified leads that you have to toil over to convert into closed sales? Well, it’s time...

"Come gather 'round Sales,

By Hilary Bird, Marketing at Consensus,@Hilbonix

If you're in Sales, you might feel like a closed sale is harder to get than ever before. But it’s not necessarily your fault. Chances are, the buying group is also complicating...

"Jumping to Conclusions – you skip ahead in your mind that your buyer will not move forward – and they don’t. Some people don’t even call when they are supposed to follow up for...

One of the more concerning aspects of the rising number of stakeholders involved today, is the difference between them. Most now come together from a variety of functions,...

When a group of people must agree on a place to eat, disaster abounds. One person will inevitably try to choose McDonald's, just to see if there’s anyone else on earth who yearns...

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.