Group Buying Dysfunction in B2B Sales: It’s Still a Problem

Remember when CEB revealed last year that the average buying group size had jumped from 5.4 stakeholders to a staggering 6.8 - with predictions that number would only continue to increase? Some recent trends, including blending sales and marketing efforts and personalization at scale have helped remedy some of the problems arising from group buying dysfunction. But there’s still a lot more to...

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Sales and Marketing: Personalize to the Persona or Person?

Personalization is the latest buzz word in the world of B2B marketing and sales. We’ve come to realize that mass generic emails and cold calls with blanket sales pitches not only don’t work, they reek of laziness.  It’s no secret that B2B customers are shopping around just as they would for any other big purchase, such as a car or television. They are doing their research and educating...

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What Personalized Sales Content Really Means

We're obsessed with the concept of "personalizing" everything nowadays. As more B2C marketing and selling strategies seem to bleed into B2B strategies, personalization is no exception. Which is very smart, because at the end of the day, you still need buy-in from individual people - regardless if it's B2C or B2B. And each of these people needs a personalized message that conveys unique value...
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Accelerate Pipeline Production: The Power of Personalized Demo Automation in Pre-Sales

While all the glory may be in the closed deal, we can’t forget that the effort we invest in marketing and pre-sales is what landed us the seat at the table in the first place. Pre-Sales is essentially everything that has to come together before a sale can happen. Sounds so simple, but it grows more complex when you start to juggle each customer’svarying verticals, technologies and components....

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Three Levels of Branching Demo Automation

The patented branching demo automation technology that drives CONSENSUS enables prospects to self-select their way through personalized video demo of your product or solution and then sends notifications and proprietary data back to the sales team to give further insights into what is driving the prospect's interests. We call these demo analytics and insights Demolytics®.

Dynamically driven...

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What Do B2B Buyers Care About?

I previously wrote that if you don't start thinking like buyers, your close rate will plummet. I said, sparking some controversy, that there are no such thing as complex sales…only complex purchases. To do that we need to get into the mind of the buyer.

So what do buyers care about?

First of all, no matter how big the sale is, buyers are still people. That is the first rule in all of sales is...

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Stop Forecasting Sales by Stages

  • Get Rid of Your Salesforce Stages

Sales leaders, why are you using the standard sales stages in Salesforce? Or any other CRM for that matter? Do you think your CRM knows the sales stages of your business? Absolutely not!

What is a Sales Stage? Like belts in Karate a sales stage measures the progress of your sales deal. To make it worse, the accuracy of the forecast relies on your sales...

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The Sales Black Box: Are You Tracking Demo Analytics?

By Garin Hess, Founder and CEO of Consensus, @garin_hess

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Your B2B Close Rate is Going to Crash (Unless You Adapt)

By Garin Hess, @garin_hess

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Interactive Content: The Future of the Buyer's Journey

By Hilary Bird, @hilbonix, @goconsensus

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