Consensus

The Scaling Presales Blog

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

    Buyer Enablement — Tailoring the Sales Experience for Productivity

    What do you need to do to improve your sales experience for productivity? A look into strong productivity Techniques to increase sales productivity Use buyer enablement to...

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    Salespeople to Sales Engineer Ratio Trends

    What should every B2B company know about sales engineers? Understanding the role of a sales engineer Availability is key, presentation volume drives need How to scale sales...

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    Understanding the Difference Between Sales and Pre-sales

    What is the importance of pre-sales? The role of pre-sales in the B2B world Pre-sales engineers The role of technology in pre-sales: Interactive demos  

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    Digitizing B2B Companies Can Make Sales Soar

    How does digitization impact your sales team?  

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    Choice Isn't Always a Better Thing

    What’s new in the B2B sales landscape? The Sales Cloud Understanding the Sales Process Focusing on Personalization  

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    Buyer Enablement — Keep the Conversation Going

    What should you keep in mind when integrating buyer enablement into your sales process? The sales process has changed Trust is key Keep the conversation going  

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    7 Types of B2B Marketing Videos—and When to Use Them

    What are the seven primary types of B2B marketing videos? Webinar Instructional/Demonstrational Testimonial Interview and Q&A Story Telling Video Showcase Vlog  

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    Make Your Sales Prospecting More Effective with Targeted Demo Videos

    How can video improve your sales prospecting? Three dynamics that fuel the use of video prospecting Video makes sales and marketing easier Your go-to demo automation platform

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    3 Excellent Tips for B2B Sales Reps

    What are some excellent tips for B2B sales reps? It's about the prospect, not you Keep consistent contact Listen, listen, listen  

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    Sales Enablement Mistakes Your Team Should Avoid

    Sales enablement is a term that has become popular among those working in sales. It’s been discussed in many companies, but it still sometimes brings confusion, particularly in...

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    Monitoring Metrics to Analyze B2B Sales Video Effectiveness

    What should you keep in mind when monitoring metrics for your B2B sales video? Important metrics to take note of The importance of keeping track of metrics What consensus can...

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    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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    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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