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...Read More
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...Read More
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....Read More
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...Read More
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...Read More
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...Read More
By Garin Hess, Founder and CEO of Consensus, @garin_hessRead More