Hilary Bird

Recent Posts

5 B2B Sales & Marketing Leaders Share Their Epic Fail Stories in the Spirit of FAILFAST17

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed." - Michael Jordan

As our sales and marketing event, FAILFAST17, nears closer on June 15th, we thought it'd be fun to share short epic fail stories from other B2B sales...

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Marketers: 3 Free Visual Design Tools You Need to Use

Why Do Images Matter in Marketing Content?

As we talked about in our post on mastering marketing images, content is king in the world of marketing. But every piece of content – blog post, white paper, ebook, social media post, case study, etc. – all need that visual draw that catches an eye before someone even knows what the content piece is about. Something that makes them click on it, over...

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Join us at FAILFAST17 - Let's Talk Failure

 

We can all agree that listening to people share epic fails is far more entertaining than hearing their success stories....of course, both have their place...but why not celebrate failure as much as success? Failures are often the building blocks that make up any great success. That's why Consensus is hosting a sales and marketing event dedicated to sharing, and learning from, our failures

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CEB: The Six Shifts Behind the Digital Transformation of Business

"Avoiding change, though, is impossible. And these next few decades will be an era of sweeping change. One of the biggest and most disruptive forces behind all this change is digitization, and the faster companies stop resisting and work out ways to take advantage of it, the more likely they are to still be operating 15 or 20 years from now." - CEB

Times are a changin'. CEB recently shared...

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Buyer Enablement is the New Sales Enablement

What is B2B Buyer Enablement and how does it differ from Sales Enablement? Well let's start with the obvious - Buyer Enablement focuses on the buyer and their needs, whereas Sales Enablement focuses on the sales rep and their needs. But if you're trying to close a deal, the only one with full control over the sale is the buyer - so shouldn't we be focusing on their needs the most?

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Navigating Decision Dynamics Along The Customer’s Journey

"Adaptive fluency is what makes the difference between good and great in these different situations: salespeople’s ability to quickly adjust their activities, behaviors, messages, and strategies when situations are new, changed, or becoming even more complex." - Tamara Schenk, CSO Insights

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How to Sell to a Complex Buyer

Overcoming group buying dysfunction and enabling your internal champion to sell are the most important topics for us at Consensus. On that note, CEB recently hosted a sales leader conference where Jill Konrath, Lori Richardson, Brent Adamson and Nick Toman got together to discuss the complexity of selling to today's buyers. Because we can't resist sharing insights when some of the best minds...

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Why is No One Talking about Video for Sales?

Business2Community recently cited media content marketing as one of the B2B marketing trends to look out for in 2017. They write, "It’s easy to see why video and photos are becoming more and more common with time as inexpensive tools for creating a variety of rich media become increasingly available and affordable." And as cited in a presentation from Act-On at Demand Gen's B2B Marketing...

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Qualtrics Insight Summit: Highlights from Beats by Dre CMO

Omar Johnson, CMO of Beats by Dre, took the stage at Qualtrics Insight Summit last week in Salt Lake City. He shared some incredible insight into the business and marketing world of Beats by Dre., and what it means to market with emotion. Check out the highlights:

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Sales: Is It Time to Rethink End-of-Month Strategy?

"End-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes." These were the findings from InsideSales.com's most recent sales study - and they have us thinking hard about how we handles sales at the end of the month. 

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