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The Scaling Presales blog

Explore original research and thought leadership for Presales, Buyer Enablement, and B2B go-to-market disruption.

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How Buyers Think – Overcoming Emotional ROI

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Burning Presales Hot Tips

Burning Presales: Hot Tips from the Podcast

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The Micro Demo

Micro Demo: Giving Prospects a Small Taste of What’s Possible

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John Cook VP Marketing

John Cook Appointed VP of Marketing At Consensus

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Developing Buyer Enablement

Developing Buyer Empathy

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Great Place to Work Certified

Consensus Earns 2022 Great Place to Work Certification™

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The Vision Demo

Vision Demo: How to Make a Great First Impression with Your ICP

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$110M Investment Sumeru

Consensus Raises $110M from Sumeru Equity Partners to Accelerate Growth

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Take Charge of Buying; Let Go of Selling

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What is Buyer Enablement

What is Buyer Enablement?

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Best Presales Books from 2022

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The 4 Milestones that Matter Most in Every Evaluation

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Seven Habits for PoCs

7 Habits to Conquer Evaluations

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Role of Product Demo

What is the role of product demos in buyer enablement?

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Presales Reading List 2023

The (Updated) Presales Reading List

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Dojo Online:
Master the Art of Buyer Enablement

Here at Consensus we've seen first hand how by focusing on what buyers need,
not just sales stages, those buyers create far greater success,
and ultimately you win more deals.

Dojo - a hall or place for immersive learning.

Sensei - to show respect to someone who has achieved a certain level of mastery in an art form or some other skill.

Consensei - those who have mastered the art of buyer enablement, and teach others

Presales Competency Levels

Presales Competency Levels

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Presales Glossary

Presales Glossary

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Persona of Sales

Personas of Sales

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Story Arcs

Story Arcs

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Demo Creation Process

Demo Creation Process

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Decide on a Demo Type

Decide on Demo Type

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Anatomy of a Demo

Anatomy of a Demo

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Influential Messaging

Influential Messaging

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Key Activity Gap Analysis

The Definitive Guide to the 6 Demo Types

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Research: 2022 SE Report

The Rise of Demo Automation Aargon Research

The Definitive Guide to the 6 Demo Types


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5 Burning Presales Problems Sales Leaders Observe

2021 Sales Engineering Compensation & Workload Report

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