Consensus

The Scaling Presales Blog

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

    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  

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    What is Demo Automation?

    One of the most inefficient, costly, time consuming but critical steps in the sales process is the live product demonstration (usually known as just "the demo"). Ask any B2B sales...

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    3 Tips for Accelerating B2B Sales

    What tips can be used to accelerate B2B sales? Cater to the decision-makers in the buying group Let clients help you Meet your buyers where it counts  

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    How To Boost Demo Views with Social Marketing

    This How-To Consensus blog is part of the Marketing-Lead Generation / Product Education / Lead Qualification Use Case

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    How to Record Your Own Demo

    How to Record Your Own Demo with Screencast-O-Matic & Consensus This How-To Consensus blog is part of the The Basics - Getting Started Series

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    How to Develop Executive-level Relationships in Strategic Accounts

     

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    Selling to Skeptical Technical Decision Makers

    Among the decision makers you need to convince, it's the skeptical ones that cause the most anxiety. By effectively coaching your mobilizer, you should be able to assuage many...

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    It's Time For B2B Sales To Be A Little Bolder

    Are you killing your momentum at the end of the B2B sales process? I present an argument for bold, unabashed salesmanship:

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    Meet the Modern B2B Buyer(s)

    Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.

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    This is Your Brain on Sales Personalization

    Wouldn't it be great if every one of your outgoing sales calls was received with unbridled enthusiasm?

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    Better Empathy: The Salesperson's Key to the Buyer's Heart

    Today's sales climate is based on the idea of relationship selling.According to a survey by Zogby and Velocify, by the time buyers fill out a contact form, they've already...

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    Effective B2B Sales Tip: Rethink Your Overreliance on Email

    If you’re a salesperson, chances are, you spend a lot of time in your inbox.

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    Does All Content Build Trust and Bring Stakeholders Together?

    Salespeople are encouraged strongly and often to share content with their prospects. In fact, content is often the most-discussed weapon in Sales and Marketing’s arsenal. More...

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    Helping Buyers Build Consensus is the Elephant in the Room

    As a sales person, you see the same “time-tested” tips thrown around a lot.

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    Why Sales Needs to Let Technology Do the Legwork

    Sales teams place a lot of value in doing legwork.

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