Consensus

The Scaling Presales Blog

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

    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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    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

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    Highlights from InsideSales.com's Accelerate16

    By Hilary Bird, Marketing at Consensus, @Hilbonix 

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    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,...

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    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...

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    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.

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    How Technology Can Help Sales Teams Get on the Same Page

    Your salespeople aren't robots.

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    Guest Post: Mario Haneca of Showpad Talks B2B Buying Consensus

    Editor's note: The topic of B2B buying consensus is crucial in Sales today. Several analyst firms, including CEB, SiriusDecisions, and MHI Global, have published studies on the...

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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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    Why Speed is the Name of the Game for Tech Sales Teams

    Remember the days of long, comfortable sales cycles?

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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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    How Sales Can Keep Feeding Buyers Content and Keep It Relevant

    In sales, half the battle is keeping your buyer engaged until they can make the decision and get the approval to say 'yes'. This usually translates into salespeople sending them a...

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