The Scaling Presales Blog

"Imagine you are traveling with your laptop and your smartphone. For some reason, you are stuck in the desert, and you have no Wi-Fi connection whatsoever. It means you have no...

Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.

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

Salespeople are encouraged strongly and often to share content with their prospects. In fact, content is often the most-discussed weapon in Sales and Marketing’s arsenal. More...

As a sales person, you see the same “time-tested” tips thrown around a lot.

We've got three sayings to help you.

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...

"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...

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.”...

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...

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