Consensus

The Scaling Presales Blog

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

    3 Challenges with Sales Enablement and How to Solve Them

    What are the most common challenges that come with sales enablement? Misaligned marketing and sales Not using innovative technologies Misconceptions about enablement in general

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    3 Ways You Can Use Sales Automation to Convert More Leads

    What are the ways you can utilize sales automation to convert more leads? Using email as much as possible Finding out what content you can use again Implementing effective...

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    What is Demo Automation?

    One of the most inefficient, costly, time consuming but critical steps in the sales process is the live product demonstration (usually known as just "the demo"). Ask any B2B sales...

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    Meet the Modern B2B Buyer(s)

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

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    Helping Buyers Build Consensus is the Elephant in the Room

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

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    Trouble Closing Sales? It’s Not Them, It’s You

    People tend to distrust Sales. According to Forrester, 59% of buyers prefer to do research online instead of interacting with a sales rep.

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    Guest Post: Norman Behar of SRG on Facilitating Agreement in the Sales Process

    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...

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    11 Tips on Delivering a Memorable B2B Product Demo

    Product demos are tough.  I mean, really tough.  Depending on your sales funnel, it may be the first time you get some real face time with the prospect.  After watching countless...

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    3 'You Should Be Fired' Product Demo Pitfalls and How to Avoid Them:

    Photo CC: Sean MacEntee Product demos are likely the most important interaction you will have with prospects throughout the sales process. So why are so many demos flat-out...

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    The 3 Most Effective Tips That Apply to Every Aspect of Sales

    The wording in your product demo means everything. I mean it; you cannot waste a single word because the best product demos are short, and sweet—and very sales driven. Part of my...

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    The Benefits of Automation: Can They Apply to Product Demos?

    We generally think of automation as a way to save time. And we often only think about automating tasks that make us want to pull our hair out with frustration or boredom. This...

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    When is the Right Time for a Live Product Demo?

      Source: Flickr, Hiking Artist, licensed under CC   There are many different sales methodologies out there in the world and all of them claim to have the most effective sales...

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    Your Body Language Shapes Who You Are — TED Talk

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