Consensus

The Scaling Presales Blog

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

    How Technology Can Help Sales Teams Get on the Same Page

    Your salespeople aren't robots.

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    Providing the Right Tools to Buyers at the Right Time: The Key to Proving Value

    What makes a buyer agree to a sale at a higher price point, rather than digging for a discount?

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    Consensus Buying is Stalling Solution Selling and Disrupting Go to Market Strategy

    "It’s important to note that a majority of B2B sales reps miss a huge opportunity every day.  This is usually not based on a lack of intelligence, but on a flaw within many...

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    Does Your Sales Org Have the Data to Call an Audible?

    How does the timeliness and depth of your sales team's data affect your ability to pivot and adapt to changes?

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    Cut Through the Red Tape of Buying Agreement for B2B Buying Decisions

    "When I think of red tape, what I think about immediately for a B2B complex sale - and marketing automation is definitely complex - I think about consensus. Consensus is hard to...

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    7 Data-Backed Sales Best Practices

    "Many of you have likely heard the analysis by Corporate Executive Board that B2B customers have completed nearly 60% of their purchasing decisions before ever speaking with a...

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    The Challenger Model and Sales Enablement - Better Together

    "We know that a key component of effective Challenger selling is process discipline, and the Sales Enablement platform, well, enables a big portion of the required discipline. It...

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    7 Signs You Need a Sales Enablement Solution

    By Hilary Bird, Marketing Manager @Consensus, @Hilbonix

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    The Proven Science How a Short Animated Video Instantly Grabs Your Audience’s Attention

    As a sales or marketing professional, how do you effectively engage with buyers of your product or service? Do you use phone calls, whitepapers, email, case studies? Sure, these...

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    4 Practical Steps for Better Sales Technology Adoption

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    Why Building Buying Consensus is No Longer a Sales Problem

    As a sales professional, it never gets easy when you finish giving a demo to a prospect and they respond with, “thanks, this is great, let me share it with the rest of my team.”...

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    You won't believe the boost sales enablement content gives to these key metrics

    A recent article on SmartSellingTools.com caught our attention. It cited a study where sales enablement practitioners were asked what activities were included as part of...

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    How to Guide Buying Group Stakeholders to Recognize Purchase Value

    By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

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    The Truth About Breaking and Building Mental Models

    To build B2B buying consensus, you don’t need to continually refine how customers perceive you. What customers need is a significantly more refined view of how they perceive...

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    Ignorance is Never Bliss When Earning Buying Consensus

    “The pain of the same is greater than the pain of change.” This insight, most recently found in CEB’s The Challenger Customer, can be hard to get companies to believe. Many...

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