The Scaling Presales Blog

Explore original research and thought leadership for Presales, Buyer Enablement, and B2B go-to-market disruption.

    Highlights from Sales Stack Seminar: ZoomInfo & Consensus

    "This [Consensus] is video. It’s on demand. Your buyer can watch these videos anytime, anywhere, and at their leisure - which is key because you’ve empowered your buyer to take...

    read more

    Consensus Buying is Stalling Solution Selling and Disrupting Go to Market Strategy

    "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...

    read more

    CEB: Don't Sell, Coach Instead

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

    read more

    CEB: Show Buyers that the Pain of the Same is Greater than the Pain of Change

    You’ve got your potential customer listening. Now what? It’s time to talk about your amazing solution, right? And tell them how great it’s been for other customers? Sure, you...

    read more

    It Is Not Enough to Have a Sales Champion

    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.

    read more

    It’s not you, it’s them: 5.4 stakeholders create group buying dysfunction

    If you had a hunch your B2B sales job was getting more difficult, new research proves you’re right.

    read more