The Scaling Presales Blog

By Garin Hess, Founder and CEO of Consensus, @Garin_Hess

SPENDING TOO MUCH ENERGY AND TIME ON PRICE INSTEAD OF BUILDING A UNIQUE VALUE PROPOSITION THE STATUS QUO FOR B2B SALES In B2B sales, many salespeople believe their job consists...

“More than 50% of VPs of sales don’t work out. In fact, the majority of first VPs of Sales in SaaS companies don’t make it 12 months,” writes Jason Lemkin, better known as SaaSter

By Hilary Bird, Marketing at Consensus, @Hilbonix You’re a salesperson with the drive to increase both your productivity and your sales team’s productivity. You really want to...

Long sales cycles are at the top of the list of the most common issues that keep sales managers up at night. You start the month with a prospect pipeline that seems to have you...

In my last post in this series on mistakes in sales leadership, I wrote about Sales Mistake #1: Not Giving Up Soon Enough, where we dissected the opportunity cost inherent in...

The wording in your product demo means everything. I mean it; you cannot waste a single word because the best product demos are short, and sweet—and very sales driven. Part of my...

We generally think of automation as a way to save time. And we often only think about automating tasks that make us want to pull our hair out with frustration or boredom. This...

By Hilary Bird, Marketing at Consensus, @Hilbonix Today’s sales world is a lot different than it was 100 years ago. The thing is, salespeople haven’t really updated their sales...

You might say there are dozens of reasons (or shall we call them ‘excuses’) when we don’t lead our teams to sales success. But when I look at my experience, I’ve picked what I...

So you’ve gathered a pool of good reseller candidates; they’ve expressed interest in exploring a partnership, and now it’s time for you to start screening who you want to do...