3 Reasons to Empower Your Prospect's Purchasing Team

Understanding how your buyers follow their purchasing strategy is a critical element in your B2B sales strategy, regardless of the service or product you are selling. Many companies, especially mid- to large-sized enterprises, rarely have a single decision maker, but instead, have teams of coordinated sector leaders who each contribute relevant department data to the purchasing process. The...

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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 over again in my life. And that is why I succeed." - Michael Jordan

As our sales and marketing event, FAILFAST17, nears closer on June 15th, we thought it'd be fun to share short epic fail stories from other B2B sales...

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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 failure as much as success? Failures are often the building blocks that make up any great success. That's why Consensus is hosting a sales and marketing event dedicated to sharing, and learning from, our failures

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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, back to back with no interruption. I was exhausted and thought, "I just did the same demo over and over, except that I modified it on the fly based on prospect input. There has GOT to be a way to automate this!"

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How to Land a Microsoft Deal in 3 Weeks: Consensus + Zapier + GoToWebinar = Qualified B2B Sales Appointments BEFORE Your Webinar

Like most companies, you probably produce regular webinars of one kind or another. That's great. But I want to share a little secret to how we get qualified sales appointments BEFORE the webinar is even held. In fact, this is how we landed our first deal at Microsoft in just three weeks.

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Single, Standard & Advanced Sales Demos…When to Use What?

Consensus offers multiple ways in which you can leverage video content. We like to break these down into three different types of “demos”:

  1. Single Video - Your typical explainer, YouTube, straight lined video.
  2. Standard Demo - One layer of “personalized branching”. After a short intro video, you can have a selection screen asking your viewer to mark what is interesting to them. Depending on how...
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How We Used Video to Drive $44K From Our Unsubscribers

As a marketing or sales professional, you're aware of the power of email marketing for lead generation. Part of email marketing is unsubscribers; people opting out of email campaigns. Our marketing team's thought was: can anything be done to salvage some of this traffic?  Is there anything we can do to get our solution in front of those who are unsubscribing, yet don’t understand that our...

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Reach the Global Market: Send Personalized Demos in a Prospect’s Native Tongue

If you’ve ever traveled outside the United States, there’s a good chance you’ve encountered a new culture, language, and people. If you’re like me, you probably went shopping for souvenirs at the local artisan markets. The exchange at a local market is not much different than the exchange you might experience on a sales call. You are the prospect and are in search of that special something to...

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Using "Intra-viral" Automated Demos to Discover and Engage the B2B Buying Group

How can we leverage the concept of something "going viral" in B2B sales? Isn't this usually a marketing thing? To close B2B sales faster, we need to discover and engage the buying groupmore quickly. To do this, create and send sales content to your key sponsor or champion and they naturally to share with other stakeholders in their buying group.

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Accelerate Pipeline Production: The Power of Personalized Demo Automation in Pre-Sales

While all the glory may be in the closed deal, we can’t forget that the effort we invest in marketing and pre-sales is what landed us the seat at the table in the first place. Pre-Sales is essentially everything that has to come together before a sale can happen. Sounds so simple, but it grows more complex when you start to juggle each customer’svarying verticals, technologies and components....

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