Consensus

The Scaling Presales Blog

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

    Buyer Enablement: 3 Scenarios for Taking Charge of the Buying Process

    Click here to read the first installment in our Buyer Enablement series

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    Buyer Enablement: Why Modern Sales Leaders are Switching Gears

    What is Buyer Enablement? Well, first let me ask you two seemingly obvious questions about B2B sales:

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    B2B Sales Prospecting: Get Prospects to Qualify Themselves

    How do you get prospects to qualify themselves? Problem Temporary solution Solution Reason

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    3 Reasons to Make Your Marketing More Agile

    The concept of Agile Marketing has been around for a while - but executing it is much rarer to hear about. Which is funny, because it's actually much easier than more traditional...

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    What Does AI Mean for B2B Sales?

    What can AI bring to B2B sales? Personalization Data Sources Buyer empowerment Brand patronage Insight

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    The B2B Sales Prospecting Epidemic: The Underlying Cause

    How do you handle the reality that 90% of buyers in your market aren't looking to buy? Or even more, aren't aware they have the exact problem that your solution could fix? Jim...

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    7 Reasons We Should Focus on Enabling the Buyer, Not the Seller

    Why should you focus on enabling the buyer? Reduce the buying cycle timeline Ensure accuracy Simplify interactions Build relationships Keep it concise Keep it comprehensive ...

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    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...

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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 ourpost on mastering marketing images, content is king in the world of marketing. But every piece of content –...

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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...

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    Hell in the Hallway: How to Make Faster Decisions

    "Where are you?" my wife said, waving her hand in front of my face. "Where did you go?" Well, to answer her question, I was lost in the labyrinthine paths of a difficult decision...

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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...

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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...

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    Stop Wasting Your Gifts by Doing Mindless Repetitive Demos

    I remember the moment I began to envision what eventually became Consensus. I was running my last tech startup, selling B2B software, and I had just finished six straight demos,...

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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,...

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