Click here to read the first installment in our Buyer Enablement series
read moreBuyer Enablement: 3 Scenarios for Taking Charge of the Buying Process
by Garin Hess | Jul 04, 2017 | buyer enablement
Buyer Enablement: Why Modern Sales Leaders are Switching Gears
by Garin Hess | Jun 20, 2017 | sales
What is Buyer Enablement? Well, first let me ask you two seemingly obvious questions about B2B sales:
read moreB2B Sales Prospecting: Get Prospects to Qualify Themselves
by Garin Hess | Jun 11, 2017 | Business Development
How do you get prospects to qualify themselves? Problem Temporary solution Solution Reason
read more3 Reasons to Make Your Marketing More Agile
by Hilary Bird | Jun 01, 2017 | Marketing
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...
read moreWhat Does AI Mean for B2B Sales?
by Garin Hess | May 29, 2017 | sales automation b2b, sales automation ai, ai b2b sales, sales, sales automation, artificial intelligence
What can AI bring to B2B sales? Personalization Data Sources Buyer empowerment Brand patronage Insight
read moreThe B2B Sales Prospecting Epidemic: The Underlying Cause
by Garin Hess | May 24, 2017 | sales
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...
read more7 Reasons We Should Focus on Enabling the Buyer, Not the Seller
by Garin Hess | May 22, 2017 | enabling buyer not seller, enable buyer instead of seller, why enable buyer, sales enablement tools, sales enablement, sales, consensus
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 ...
read more5 B2B Sales & Marketing Leaders Share Their Epic Fail Stories in the Spirit of FAILFAST17
by Garin Hess | May 18, 2017 | sales, consensus
"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...
read moreMarketers: 3 Free Visual Design Tools You Need to Use
by Garin Hess | May 15, 2017 | Marketing
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 –...
read moreJoin us at FAILFAST17 - Let's Talk Failure
by Hilary Bird | May 09, 2017 | entrepreneurship, consensus
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...
read moreHell in the Hallway: How to Make Faster Decisions
by Garin Hess | May 04, 2017 | entrepreneurship
"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...
read moreCEB: The Six Shifts Behind the Digital Transformation of Business
by Garin Hess | May 01, 2017 | sales
"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...
read moreBuyer Enablement is the New Sales Enablement
by Garin Hess | Apr 28, 2017 | buyer 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...
read moreStop Wasting Your Gifts by Doing Mindless Repetitive Demos
by Garin Hess | Apr 23, 2017 | presales, consensus
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,...
read moreNavigating Decision Dynamics Along The Customer’s Journey
by Garin Hess | Apr 20, 2017 | buyer enablement
"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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