The Scaling Presales Blog

If you're in Sales, you might feel like a closed sale is harder to get than ever before. But it’s not necessarily your fault. Chances are, the buying group is also complicating...

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.

"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...

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...

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

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 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.