Consensus

The Scaling Presales Blog

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

    Best Practices for B2B Sales Enablement

    What are the best practices used in B2B sales enablement? Coaching and training Collaboration with marketing Strategizing and implementation Prioritizing nurtured leads ...

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    Common Sales Processes Your Team Should Be Automating

    A sales team’s main job is to sell. Anything other than selling—such as drafting emails, selecting leads, and researching relevant reports, are not what they should focus their...

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    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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    How Sales Enablement Tools Improve the Productivity of Your Team

    How can sales enablement tools improve the productivity of your team? Streamlining lead qualification Widening the reach of your analytics Allowing you to see the big picture ...

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    How Machine Learning and Artificial Intelligence Influence Sales Enablement Tools

    How do machine learning and AI influence sales enablement tools? The implementation of AI-based salesbots Working as more naturally interactive chatbots Cultivating better...

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    4 Common but Avoidable Reasons Most Sales Enablement Strategies Fail

    What are the common but avoidable reasons as to why most sales enablement strategies fail?

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    3 Reasons Salespeople Love Sales Enablement Tools

    What are the reasons salespeople love sales enablement? It saves them time It helps them stay up-to-date It lets them have more valuable relationships  

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    3 Ways Sales Enablement Makes Your Business More Efficient

    What are the ways that sales enablement can make your business more efficient? It gives you the right tools to do the job It improves collaboration and communication It lets...

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    What Are Sales Enablement Tools and How Do You Use Them?

    What are sales enablement tools and how do you use them? They generate more than just leads They provide you with new information They help you stay ahead of your customers ...

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    7 Reasons We Should Focus on Enabling the Buyer, Not the Seller

    Why should you focus on enabling the buyer? Reduce the buying cycle timeline Ensure accuracy Simplify interactions Build relationships Keep it concise Keep it comprehensive ...

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    It’s Not All About the C-Suite: Why SDRs Should Prospect Multiple Levels Within An Organization

    "Anyone working in client-based outsourced lead gen knows this conversation all too well:

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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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    This is Your Brain on Sales Personalization

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

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    Does All Content Build Trust and Bring Stakeholders Together?

    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...

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