Hilary Bird

Recent Posts

Don't Sell. Coach Instead.

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

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A Look Into the Future of Sales — Account Based Sales Development

Written by Jake Reni, Sr. Director of Sales at Consensus, @jakereni. This excerpt on Account Based Sales Development was taken from a post originally featured on The Creative Agency.

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Is Cognitive Distortion Keeping You from Succeeding in Sales?

"Jumping to Conclusions – you skip ahead in your mind that your buyer will not move forward – and they don’t. Some people don’t even call when they are supposed to follow up for fear that they’ll get a no. A classic scenario is when we don’t hear back from our buyer when we expected to, so we figure the worst.  Instead, they may have been out sick, or their boss was gone or something totally...

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6 Things Junior Developers Should Learn Right Away

Check out this great, in-depth guest post from the CONSENSUS™ development team. Authors include Fumiko Richards, Stephen Felt and Rosy Grimaud

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Guest Post: Norman Behar of SRG on Facilitating Agreement in the Sales Process

Editor’s note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the effect that multi-stakeholder buying groups have on B2B buying decisions. DemoChimp hopes to give leading voices within our industry the opportunity to share their thoughts on this important topic. Each post explores...

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Guest Post: Mario Haneca of Showpad Talks B2B Buying Consensus

Editor's note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the effect that multi-stakeholder buying groups have on B2B buying decisions. CONSENSUS™ hopes to give leading voices within our industry the opportunity to share their thoughts on this important topic. Each post explores...

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Consensus Buying is Stalling Solution Selling and Disrupting Go to Market Strategy

"It’s important to note that a majority of B2B sales reps miss a huge opportunity every day.  This is usually not based on a lack of intelligence, but on a flaw within many solution selling approaches.  In the CEB study, almost two-thirds of vendors revealed that their sales reps use customer interactions to extract data and information as opposed to providing insights.  Again, it all comes...

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How Sales Can Keep Feeding Buyers Content and Keep It Relevant

In sales, half the battle is keeping your buyer engaged until they can make the decision and get the approval to say 'yes'. This usually translates into salespeople sending them a steady diet of content - product demo videos, ebooks, whitepapers, etc. Multiply this process by the prospects you're cultivating and this can turn into a very time-consuming process.

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Sales' New Challenge: Delivering Instant Engagement

In his January 26 post on InsideSales, Martin Moran shares this startling stat: roughly 60 percent of purchasing decisions get made before a prospect ever interacts with a vendor.

This stat has never been truer than it is now. Buyers have more information at their fingertips than ever before to learn as much about a product, from online reviews, whitepapers, and analysts, before you even...

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SaaStr: Your VP of Sales Shouldn’t Be Perfect

"My real point is to do your best to optimize your VP of Sales hire around your target ACV.  If your average customer is $50,000 in ACV, and you hire a great VP of Sales with lots of experience at that price point … then she may not be as good at $5,000 and $500,000 deals.  But at least she’s optimized around your core deal."

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