Consensus

The Scaling Presales Blog

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

    Being a Trusted Advisor is Much More than Doing Your Homework

    What does it really mean to be a trusted advisor?

    read more

    To Earn Customer Advocacy, Show Them How To Be Rockstars First

    What catches a buyer’s eye and gets them to fill out your lead form?

    read more

    Sales Software Still Needs Effective Salespeople

    Seems obvious, right?

    read more

    How #SocialSelling Got Me Front Row Seats at #SalesMachine for Gary Vaynerchuk

    Guest post from Max Laughlin, Business Development at A Sales Guy, Inc @asalesguy @asalesguymax

    read more

    Why Sales Should Pitch In on Company Content

    It's a common issue. Sales and Marketing don't collaborate enough on the creation and sharing of company content. It stalls sales and causes delays in meeting company goals.

    read more

    Trouble Closing Sales? It’s Not Them, It’s You

    People tend to distrust Sales. According to Forrester, 59% of buyers prefer to do research online instead of interacting with a sales rep.

    read more

    Being a Trusted Advisor is More Than Just Doing Your Homework

    “Trusted advisor.”

    read more

    Why Marketing and Sales Need to Get Extra Cozy

    You see those marketing guys sitting across the room? You know, the team that sends you unqualified leads that you have to toil over to convert into closed sales? Well, it’s...

    read more

    Become a Skilled Change Expert (or Sink Like a Stone)

      "Come gather 'round Sales,

    read more

    Highlights from InsideSales.com's Accelerate16

    By Hilary Bird, Marketing at Consensus, @Hilbonix 

    read more

    Is Your Sales Content Personal But Still Sending Mixed Messages?

    If you're in Sales, you might feel like a closed sale is harder to get than ever before. But it’s not necessarily your fault. Chances are, the buying group is also complicating...

    read more

    Is Cognitive Distortion Keeping You from Succeeding in Sales?

    "Jumping to Conclusions – you skip ahead in your mind that your buyer will not move forward – and they don’t. Some people don’t even call when they are supposed to follow up for...

    read more

    Two Forces that Help Customers Move Beyond Price

    One of the more concerning aspects of the rising number of stakeholders involved today, is the difference between them. Most now come together from a variety of functions,...

    read more

    How Do You Build Buying Consensus? Only Consensus Knows.

    When a group of people must agree on a place to eat, disaster abounds. One person will inevitably try to choose McDonald's, just to see if there’s anyone else on earth who yearns...

    read more

    How to Get Customized Content to Buyers Before Sales Can Arrive

    By now, you’ll be hard-pressed to find a salesperson who doesn’t extol the virtues of being able to deliver customized content to their prospective buyers.

    read more