The Scaling Presales Blog

Wouldn't it be great if every one of your outgoing sales calls was received with unbridled enthusiasm?

Today's sales climate is based on the idea of relationship selling.According to a survey by Zogby and Velocify, by the time buyers fill out a contact form, they've already...

If you’re a salesperson, chances are, you spend a lot of time in your inbox.

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

By Hilary Bird, Marketing at Consensus,@Hilbonix

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.

Your salespeople aren't robots.

Editor's note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the...

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

Remember the days of long, comfortable sales cycles?

"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?

In sales, half the battle is keeping your buyer engaged until they can make the decision and get the approval to say 'yes'. This usually translates into salespeople sending them a...