Consensus: The Scaling Presales Blog

The Hidden Gems From Sales Engineering Research

by John Cook | Oct 01, 2021 | sales engineering, presales, Scaling Presales

Since the 2021 SE Compensation and Workload Report was released earlier this year, you’ve probably thought about the trends developing in the Presales sector. One thing is sure,...

Effective Pre-sales Activities for the Win in B2B Sales

by John Cook | Jan 29, 2019 | effective pre-sales activities, sales force automation, pre sales, sales engineering, pre-sales activities, presales

How do you make your pre-sales activities more effective? Utilize analytics Marketing assistance Digital customer experience Integration across departments

Digitization Vastly Improves the B2B Pre-sales Cycle

by John Cook | Jan 27, 2019 | b2b pre-sales, digitization, sales force automation, sales engineering, how digitization improves b2b, presales

What should companies understand about digitization? Why the B2B industry should embrace digitization How B2B suppliers can successfully digitize their companies

Buyer Enablement — Who's Really Making the Sale? (The Answer Might Surprise You)

by John Cook | Jan 08, 2019 | buyer enablement, b2b sales, sales force automation, who makes the sale, sales engineering

Who actually makes the sales in your sales process? The internal champion Benefits of having an internal champion Ensuring your internal champion performs well