The Scaling Presales Blog

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

What does it really mean to be a trusted advisor?

What catches a buyer’s eye and gets them to fill out your lead form?

Seems obvious, right?

It's a common issue. Sales and Marketing don't collaborate enough on the creation and sharing of company content. It stalls sales and causes delays in meeting company goals.

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

Yes. But let's back up a minute and look at the challenges.

You see those marketing guys sitting across the room? You know, the team that sends you unqualified leads that you have to toil over to convert into closed sales? Well, it’s time...

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...

Remember the days of long, comfortable sales cycles?

By Hilary Bird, Marketing Manager @Consensus, @Hilbonix

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

Guest post summary from Don Cash, SVP of Global Inside Sales at BMC Software

I work in the social and digital marketing department at Consensus. Being a startup, it’s pretty exciting to test what strategies work as we organically grow our online presence.