Consensus

The Scaling Presales Blog

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

    Webinar: Buyer Enablement Is the Only Strategy That Matters

    read more

    Webinar: The Perfect Presales Demo Environment with Peter Cohan

    read more

    Webinar: How To Craft Razor-Sharp Sales Questions

    read more

    Webinar: Building Buying Consensus: Lessons From 20 Years of Research

    read more

    Webinar: How To Nail the Human + Technology Mix in the Customer Journey With Jason Voiovich

    read more

    Webinar: Coaching Buyer-Centric Sales With Kevin Davis

    read more

    Webinar: Moments That Make the Sale With Andy Paul

    read more

    Webinar: Why Every Product Demo Needs a Good Story With Oscar Santolalla

    read more

    Webinar: Master the ROI Calculation to Enable Your Buyers

    read more

    Buyer Enablement - Utilizing Prescriptive Selling Techniques

    How can you utilize prescriptive selling techniques? What the figures show Prediction is king Design a ‘prescription’ for your customer Understand the point of prescriptive...

    read more

    Buyer Enablement — Tailoring the Sales Experience for Productivity

    What do you need to do to improve your sales experience for productivity? A look into strong productivity Techniques to increase sales productivity Use buyer enablement to...

    read more

    Why B2B suppliers need to focus on selling from the buyer's perspective

      Most B2B sellers have strict sales protocols set up for their products or services that they expect their salespeople will follow to the letter. However, these sales plans are...

    read more

    Buyer Enablement — Keep the Conversation Going

    What should you keep in mind when integrating buyer enablement into your sales process? The sales process has changed Trust is key Keep the conversation going  

    read more

    Buyer Enablement — Who's Really Making the Sale? (The Answer Might Surprise You)

    Who actually makes the sales in your sales process? The internal champion Benefits of having an internal champion Ensuring your internal champion performs well  

    read more

    Buyer Enablement: Can You Change a B2B Buyer’s Mind With Counterfactuals?

      Are you selling in a highly competitive environment? If so, one of your constant battles is persuading your prospect to switch from the status quo to your solution. We all...

    read more