"End-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes." These were the findings...
read moreDemand Gen's B2B Marketing Exchange: Top 3 Takeaways
by Hilary Bird | Feb 26, 2017 | Marketing
It seems every conference or trade show has sessions that leave people feeling inspired, motivated and intrigued — and then the ones that leave people thinking, “how’d that make...
read moreGroup Buying Dysfunction in B2B Sales: It’s Still a Problem
by Garin Hess | Feb 22, 2017 | sales
Remember when CEB revealed last year that the average buying group size had jumped from 5.4 stakeholders to a staggering 6.8 - with predictions that number would only continue to...
read moreSales and Marketing: Personalize to the Persona or Person?
by Garin Hess | Feb 19, 2017 | Marketing
Personalization is the latest buzz word in the world of B2B marketing and sales. We’ve come to realize that mass generic emails and cold calls with blanket sales pitches not only...
read moreWhat Personalized Sales Content Really Means
by Garin Hess | Feb 14, 2017 | sales
We're obsessed with the concept of "personalizing" everything nowadays. As more B2C marketing and selling strategies seem to bleed into B2B strategies, personalization is no...
read moreAccelerate Pipeline Production: The Power of Personalized Demo Automation in Pre-Sales
by Garin Hess | Feb 07, 2017 | sales, consensus
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....
read moreThree Levels of Branching Demo Automation
by Garin Hess | Feb 02, 2017 | sales, consensus
The patented branching demo automation technologyy that drives CONSENSUS enables prospects to self-select their way through personalized video demo of your product or solution and...
read moreWhat Do B2B Buyers Care About?
by Garin Hess | Jan 31, 2017 | sales
I previously wrote that if you don't start thinking like buyers, your close rate will plummet. I said, sparking some controversy, that there are no such thing as complex...
read moreStop Forecasting Sales by Stages
by Garin Hess | Jan 11, 2017 | sales
Get Rid of Your Salesforce Stages Sales leaders, why are you using the standard sales stages in Salesforce? Or any other CRM for that matter? Do you think your CRM knows the...
read moreThe Sales Black Box: Are You Tracking Demo Analytics?
by Garin Hess | Dec 21, 2016 | sales, consensus
By Garin Hess, Founder and CEO of Consensus,@garin_hess
read moreUse Personalized Demo Videos in Inbound Sales
by Garin Hess | Nov 02, 2016 | sales, How To's, consensus
This How-To Consensus blog is part of theSales Development Use Case
read moreWhy Personalized Video is Revolutionizing the Sales Process
by Garin Hess | Nov 01, 2016 | Demo Production, sales, consensus
One year ago TechCrunch proclaimed that 2016 would be"The Year of the Sales Stack." They were right; the technology a company adds to its sales stack can really make or break its...
read moreCEB Summit: Buying Grows Tougher
by Garin Hess | Oct 31, 2016 | sales, consensus
ByTate Smith,@goconsensus Recently, CEB held its annual Sales & Marketing Summit. The headline was simple: Buying grows tougher • 51% - Percent of customers willing to buy, but...
read moreWho creates all the content salespeople need along the customer’s journey?
by Garin Hess | Oct 27, 2016 | sales, consensus
By Hilary Bird, @hilbonix,@goconsensus
read moreConsensus Snags #9 in UVEF Top Utah Tech Startups
by Garin Hess | Oct 25, 2016 | Awards, consensus
By Hilary Bird, @hilbonix
read more