The Scaling Presales Blog

Your salespeople aren't robots.

What makes a buyer agree to a sale at a higher price point, rather than digging for a discount?

"It’s important to note that a majority of B2B sales reps miss a huge opportunity every day. This is usually not based on a lack of intelligence, but on a flaw within many...

How does the timeliness and depth of your sales team's data affect your ability to pivot and adapt to changes?

"When I think of red tape, what I think about immediately for a B2B complex sale - and marketing automation is definitely complex - I think about consensus. Consensus is hard to...

"Many of you have likely heard the analysis by Corporate Executive Board that B2B customers have completed nearly 60% of their purchasing decisions before ever speaking with a...

"We know that a key component of effective Challenger selling is process discipline, and the Sales Enablement platform, well, enables a big portion of the required discipline. It...

By Hilary Bird, Marketing Manager @Consensus, @Hilbonix

As a sales or marketing professional, how do you effectively engage with buyers of your product or service? Do you use phone calls, whitepapers, email, case studies? Sure, these...

As a sales professional, it never gets easy when you finish giving a demo to a prospect and they respond with, “thanks, this is great, let me share it with the rest of my team.”...

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

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...