Consensus

The Scaling Presales Blog

Explore original research and thought leadership for Presales, Buyer Enablement, and B2B go-to-market disruption.

    Build Stakeholder Support: Add Something New, Relevant

    Is there a secret sauce to build stakeholder support? What gets a large, diverse group of stakeholders to get behind one solution while they pass on others?

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    Effective B2B Sales Tip: Add Value From the First Email

    Want an effective B2B sales tip? Let's start with prospecting emails.

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    Are Your Salespeople Breaking These Customer Laws?

    Stop for a moment and think about your sales content.

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    Sales Study Shows Anxiety Around Creating Value and Insight

    When we talk about how to build customer consensus, especially in our new environment of larger, more diverse buying groups, the weight sits disproportionately on your ability to...

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    Does All Content Build Trust and Bring Stakeholders Together?

    Salespeople are encouraged strongly and often to share content with their prospects. In fact, content is often the most-discussed weapon in Sales and Marketing’s arsenal. More...

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    Helping Buyers Build Consensus is the Elephant in the Room

    As a sales person, you see the same “time-tested” tips thrown around a lot.

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    It’s Time For Sales to Track More Than Just Close Rates

    How do you know if your sales efforts are successful? If you were to ask most sales managers, they might answer, “Close rates.”

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    Why Sales Needs to Let Technology Do the Legwork

    Sales teams place a lot of value in doing legwork.

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    Being a Trusted Advisor is Much More than Doing Your Homework

    What does it really mean to be a trusted advisor?

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    Three Sayings to Help Salespeople Uncover a Buyer's Need

    We've got three sayings to help you.

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    To Earn Customer Advocacy, Show Them How To Be Rockstars First

    What catches a buyer’s eye and gets them to fill out your lead form?

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    Sales Software Still Needs Effective Salespeople

    Seems obvious, right?

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    How #SocialSelling Got Me Front Row Seats at #SalesMachine for Gary Vaynerchuk

    Guest post from Max Laughlin, Business Development at A Sales Guy, Inc @asalesguy @asalesguymax

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    How Buyer Fears Render a "No-Brainer" Sales Pitch Worthless

    It doesn’t matter how great your sales pitch is. It doesn’t matter how great your content is.

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    Seeing Other People: How Sales Can Adjust to Larger Buying Groups

    People have a tendency to make things difficult.

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