Consensus: The Scaling Presales Blog

CEB: Show Buyers that the Pain of the Same is Greater than the Pain of Change

by Garin Hess | Oct 21, 2015 | b2b, sales, challenger customer

You’ve got your potential customer listening. Now what? It’s time to talk about your amazing solution, right? And tell them how great it’s been for other customers? Sure, you...

It Is Not Enough to Have a Sales Champion

by Garin Hess | Oct 15, 2015 | buyer enablement, b2b, ceb global, ceb, sales, b2b sales, mobilizer, challenger sale, buying consensus, challenger customer

You did it. You finally found a person in the company who is genuinely excited to talk to you about your solution. But guess what? That’s not enough anymore.

3 Factors Driving Group Buying Consensus For B2B Sales

by Garin Hess | Oct 12, 2015 | buying panel, b2b, sales, b2b sales, productivity, buying consensus

If your B2B sales process is anything like ours, your account development reps set a call with the first qualified contact they reach at a prospect company, that individual learns...

It’s not you, it’s them: 5.4 stakeholders create group buying dysfunction

by Garin Hess | Oct 08, 2015 | b2b, ceb global, ceb, sales, ceb summit, b2b sales, challenger sale, challenger customer

If you had a hunch your B2B sales job was getting more difficult, new research proves you’re right.

CEB's New Book, The Challenger Customer, Unlocks Group Buying Consensus

by Garin Hess | Sep 30, 2015 | b2b, ceb, sales, b2b sales, productivity, buying consensus

Have you ever been in a group trying to decide where to eat or which movie to see? Easy, right? Wrong.

Conversations Drive Dreamforce

by Garin Hess | Sep 29, 2015 | b2b, tech, sales, software, dreamforce, dreamforce 2015, sales leadership, san francisco, entrepreneurship

Working for an ad agency early in my career gave me the opportunity to dive into a variety of client industries. One client was the Gina Bachauer International Piano Competition,...

Emotional ROI, Part 1: The Risks of B2B Buying

by Garin Hess | Sep 22, 2015 | b2b, business, sales, b2b sales, leadership, productivity

What do you sell? Is it a product? A solution?

Trish Bertuzzi on Buying Consensus

by Garin Hess | Sep 08, 2015 | b2b, trish bertuzzi, sales, sales leadership, productivity, buying consensus

CONSENSUS™ is conducting a series of interviews with sales and marketing leaders on the topic of B2B buying consensus. Several analyst firms, including CEB, SiriusDecisions, and ...

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