Consensus

The Scaling Presales Blog

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

    Garin Hess

    Recent Posts

    What is Neuroplasticity and How Does It Affect Us?

    By Scott Rafferty, CBDO at Consensus, @Scott_Rafferty Lumosity, claiming the brain health benefits of their games are based on the science of neuroplasticity. The other day, my...

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    Your Body Language Shapes Who You Are — TED Talk

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    Infographic: The History of Selling

    Here at CONSENSUS™, we firmly believe that demo automation is the next big thing. It fills in the gaps between sales and marketing automation and streamlines the way businesses...

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    Delivering Effective Product Demos Tip #1: Don't Demo

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    How to Avoid Bad Sales Demos by Using Old School Wisdom

    Think back to when you were a fourth or fifth grader and assigned your very first solo presentation. You got an adrenaline rush just thinking about doing that presentation due...

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    Why Managing Resellers is Like Herding Cats

    So now you’ve been able to achieve the difficult task of building a reseller network. Many kudos are flowing your way from leaders within your organization. You get to travel,...

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    Getting Your Demo Up and Running: 6 Steps to Demo Production

    By Katie Anderson, Lead Scriptwriter at Consensus, @KMussman Source: Flickr Ronaldo Ferreira, licensed under CC How do I make a product demo? Whether you need to spend...

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    Getting Into the Mind of a Buying Panel

    Source: Flickr, Hey Paul Studios Licensed under CC Working in a complex sale can be tough and buying panels can make them a whole lot tougher. If you are working in a highly...

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    Fundraising: A Necessary Evil or Rigorous Learning Opportunity?

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    Explainer Videos Versus Demo Automation

    WHAT IS AN EXPLAINER VIDEO? WordStream defines explainer videos as, “short online videos used to explain your company’s product or service”. Their purpose is to educate your...

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    Evaluating Resellers 101

    So you’ve gathered a pool of good reseller candidates; they’ve expressed interest in exploring a partnership, and now it’s time for you to start screening who you want to do...

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    Embracing Entrepreneurship: Finding Yourself

    Know thyself. -- Inscription on Ancient Greek Temple This above all: to thine own self be true, And it must follow, as the night the day, Thou canst not then be false to any...

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    Embracing Asynchronicity in Your Sales Processes

    What is Asynchronicity? The term asynchronicity has become quite the buzzword in the software and technology world. Put in customer terms, asynchronous technology gives the...

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    Demo Automation for Marketers

    Demo automation is an excellent example of sales 2.0: a thick blend of sales and marketing systems working together to generate, qualify, and close leads. We've already looked at...

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    Demo Automation: Making Sales 3x More Productive

    Doing live product demonstrations is such an area of inefficiency in the sales process that you can gain amazing increases in productivity using demo automation. Using self...

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