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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Marketers: 3 Free Visual Design Tools You Need to Use

Why Do Images Matter in Marketing Content?

As we talked about in our post on mastering marketing images, content is king in the world of marketing. But every piece of content – blog post, white paper, ebook, social media post, case study, etc. – all need that visual draw that catches an eye before someone even knows what the content piece is about. Something that makes them click on it, over...

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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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Group Buying Dysfunction - Not Just a Sales Thing

Do you know what’s the biggest roadblock facing B2B sales today? Group buying dysfunction. It is dragging out sales cycles for months and months, or worse - results in a ‘no decision’ deal, where your customer decides they’d rather just stick to the status quo. If you’re in marketing, you probably think you have no control over group buying dysfunction; seems like a sales problem. Your job is...

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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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Why is No One Talking about Video for Sales?

Business2Community recently cited media content marketing as one of the B2B marketing trends to look out for in 2017. They write, "It’s easy to see why video and photos are becoming more and more common with time as inexpensive tools for creating a variety of rich media become increasingly available and affordable." And as cited in a presentation from Act-On at Demand Gen's B2B Marketing...

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Dynamically Personalized Demo Videos = Shorter Sales Cycles

What once was a clear line between where marketing ended and sales began, has become less and less defined in today’s B2B world. As customer’s buying behaviors have drastically changed, so have their expectations. The traditional sales model of marketing handing off an opportunity to sales simply no longer works.  Your customers don’t care whether your role is marketing or sales, all they care...

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