The Scaling Presales Blog

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...

What tips can be used to accelerate B2B sales? Cater to the decision-makers in the buying group Let clients help you Meet your buyers where it counts

What are some common sales mistakes and how can you learn from them? Missing sales goals Losing the sale Not understanding the customers

What can you do to offer appealing special deals? Offer a beta trial Offer an upgrade Give something special to the champion buyer Use flash sales promotions

What are the things that you should know about the buyer? B2B buyers are usually teams Help your buyers with this two-step process There are numerous sales enablement tools...

Why should you use video for sales? Video shows instead of tells People are more receptive to video than longer-form content

While the job of a B2B sales rep is focused on closing a deal, taking a prospect to becoming a customer, it's good to keep relationships ongoing even after they reach customer...

Hopefully, most of you are already leveraging SLA's (Service Level Agreements) in your sales deals. Without them, you run the risk of unsatisfied customers, unsatisfied employees...

What is Buyer Enablement? Well, first let me ask you two seemingly obvious questions about B2B sales:

What can AI bring to B2B sales? Personalization Data Sources Buyer empowerment Brand patronage Insight

How do you handle the reality that 90% of buyers in your market aren't looking to buy? Or even more, aren't aware they have the exact problem that your solution could fix? Jim...

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 ...

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and...

"Avoiding change, though, is impossible. And these next few decades will be an era of sweeping change. One of the biggest and most disruptive forces behind all this change is...

Like most companies, you probably produce regular webinars of one kind or another. That's great. But I want to share a little secret to how we get qualified sales appointments...