The Scaling Presales Blog

Recently we wrote about how salespeople tend to launch right into talking about their own products and services, without taking the time to listen to the buyer.

Often in sales, we work hard to get contacts within an organization. We shoot for the title that is highest on the totem pole, thinking that their power will be enough to drive a...

"Come gather 'round Sales,

By Hilary Bird, Marketing at Consensus,@Hilbonix

Let’s say you’re in hot pursuit of that sale. You’ve wisely identified your mobilizer and taken the time to help them map out a compelling vision and a plan to share that vision...

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...

Few marketers know customers the way that salespeople do.

According to CEB, the size of your average buying group has grown from nice, manageable one or two stakeholders to an average of 5.4. You need to build consensus with this...

If you’re in Sales, you’ve probably told people in Marketing that you can never get enough great content to send out to prospects and buyers and keep them engaged. You’ve probably...

Do you have a piece of company collateral nearby—maybe an infographic or a pitch deck?

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

If you’ve been in sales long, you’ve felt stuck between two opposing forces.

Buying groups are getting bigger. It's becoming more elusive to close your sale.

Salespeople tend to talk too much about themselves. It's time to ask more questions.