The Scaling Presales Blog

In his January 26 post on InsideSales, Martin Moran shares this startling stat: roughly 60 percent of purchasing decisions get made before a prospect ever interacts with a...

“How many times have you read a published research brief, report or white paper and thought, ‘This is EXACTLY what we need to do!’ You shared the inspiring content with your...

"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...

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...

It sounds cliché, but it’s hard to believe the year is almost over! 2015 has been full of unexpected twists and turns for many organizations, and when it comes to Sales...

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

Most expert content marketers would agree that content pieces should be insight driven and address problems customers have but might not be aware that they do.

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...

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...

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