Consensus: The Scaling Presales Blog

Garin Hess

Buyer Enablement: Can You Change a B2B Buyer’s Mind With Counterfactuals?

by Garin Hess | Jan 29, 2018 | buyer enablement

Are you selling in a highly competitive environment? If so, one of your constant battles is persuading your prospect to switch from the status quo to your solution. We all...

Why You Should Ignore Elon Musk's Advice to Entrepreneurs

by Garin Hess | Dec 13, 2017 | entrepreneurship, consensus

Find out why the CEO of Consensus rejects Elon's Musk advice to entrepreneurs with this article on Linkedin on October 31, 2017.

Remember, Buyers are People Too

by Garin Hess | Oct 10, 2017 | buyer enablement

This may sound simplistic, but too often we think of buyers as prospects, leads, champions, future customers instead of thinking about them as people. People like you and me. It’s...

The Power of Buyer Empathy in B2B Sales

by Garin Hess | Sep 26, 2017 | buyer enablement

In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to...

3 Tips for Accelerating B2B Sales

by Garin Hess | Aug 27, 2017 | sales enablement tools, accelerate b2b sales, sales enablement software, sales, b2b sales, improve b2b sales

What tips can be used to accelerate B2B sales? Cater to the decision-makers in the buying group Let clients help you Meet your buyers where it counts

3 Tricks to Offering Gimmick-free Special Deals

by Garin Hess | Aug 13, 2017 | gimmick free deals, offer gimmick free deals, sales, sales force automation, how to offer gimmick free deals, b2b sales tools

What can you do to offer appealing special deals? Offer a beta trial Offer an upgrade Give something special to the champion buyer Use flash sales promotions

But What About the Buyer?

by Garin Hess | Aug 06, 2017 | sales enablement tools, consider the buyer, sales enablement software, sales, what about the buyer, what to know about buyer

What are the things that you should know about the buyer? B2B buyers are usually teams Help your buyers with this two-step process There are numerous sales enablement tools...

Two Reasons to Use Video for Sales

by Garin Hess | Jul 30, 2017 | use video for sales, sales enablement tools, sales, b2b sales tools, why use video for sales, reason to use video for sales

Why should you use video for sales? Video shows instead of tells People are more receptive to video than longer-form content

Four More Benefits to Sales and Marketing Alignment

by Garin Hess | Jul 23, 2017 | sales enablement software, Marketing, sales force automation

What other benefits are there to sales and marketing alignment?

3 Things B2B Sales Can Learn from Relationship Marketing

by Garin Hess | Jul 16, 2017 | sales

While the job of a B2B sales rep is focused on closing a deal, taking a prospect to becoming a customer, it's good to keep relationships ongoing even after they reach customer...

3 Reasons to Use SLA's in Your Sales Process

by Garin Hess | Jul 09, 2017 | sales

Hopefully, most of you are already leveraging SLA's (Service Level Agreements) in your sales deals. Without them, you run the risk of unsatisfied customers, unsatisfied employees...