The Scaling Presales Blog

Everyone hates the guy at the party who can only talk about how great he is. He’s a triathlete. He doesn’t eat gluten. He saved someone from drowning. He climbed Everest. And you...

It’s not enough to just sell when your prospects have already heard the same features and benefits spiel from all of your competitors.

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

You did it. You finally found a person in the company who is genuinely excited to talk to you about your solution. But guess what? That’s not enough anymore.

If your B2B sales process is anything like ours, your account development reps set a call with the first qualified contact they reach at a prospect company, that individual learns...

If you had a hunch your B2B sales job was getting more difficult, new research proves you’re right.

Have you ever been in a group trying to decide where to eat or which movie to see? Easy, right? Wrong.

What do you sell? Is it a product? A solution?

Guest post summary from Don Cash, SVP of Global Inside Sales at BMC Software

Before I started at CONSENSUS™ I worked in many different capacities. I did journalism, retail, outreach, being a law assistant, and marketing. I loved all of my jobs. Most...

Sales Acceleration + Buying Acceleration = B2B magic. That’s what happens when you combine InsideSales.com with CONSENSUS™.

By Scott Rafferty, CBDO at Consensus, @Scott_Rafferty Sales and marketing automation is evolving at a breakneck pace. Each automation system is getting more complex by the...