The Scaling Presales Blog

Yes, follow-up.

If you’ve tried to sell software or services lately, you probably felt that your conference line has gotten a little crowded.

Salespeople are often despised.

Image credit: sciencefiction.com

What has technology done to Sales?

This article was written by Ellen Lewis, an Enterprise Account Development Manager for Consensus. A version of this article appeared on LinkedIn Pulse.

Written by Jake Reni, Sr. Director of Sales at Consensus, @jakereni. This excerpt on Account Based Sales Development was taken from a post originally featured on The Creative...

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...

"Jumping to Conclusions – you skip ahead in your mind that your buyer will not move forward – and they don’t. Some people don’t even call when they are supposed to follow up for...

One of the more concerning aspects of the rising number of stakeholders involved today, is the difference between them. Most now come together from a variety of functions,...

One shared challenge that pops up in every sales executive’s game plan is the need to convert an inquiry-based contact (INQ) into a marketing qualified lead (MQL). An even more...

When a group of people must agree on a place to eat, disaster abounds. One person will inevitably try to choose McDonald's, just to see if there’s anyone else on earth who yearns...

Editor’s note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the...

By now, you’ll be hard-pressed to find a salesperson who doesn’t extol the virtues of being able to deliver customized content to their prospective buyers.

Your salespeople aren't robots.