Consensus

The Scaling Presales Blog

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

    Buyer Enablement: Can You Change a B2B Buyer’s Mind With Counterfactuals?

      Are you selling in a highly competitive environment? If so, one of your constant battles is persuading your prospect to switch from the status quo to your solution. We all...

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    Remember, Buyers are People Too

    This may sound simplistic, but too often we think of buyers as prospects, leads, champions, future customers instead of thinking about them as people. People like you and me....

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    The Power of Buyer Empathy in B2B Sales

    In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to...

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    Buyer Enablement: 3 Scenarios for Taking Charge of the Buying Process

    Click here to read the first installment in our Buyer Enablement series

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    Buyer Enablement is the New Sales Enablement

    What is B2B Buyer Enablement and how does it differ from Sales Enablement? Well let's start with the obvious - Buyer Enablement focuses on the buyer and their needs, whereas...

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    Navigating Decision Dynamics Along The Customer’s Journey

    "Adaptive fluency is what makes the difference between good and great in these different situations: salespeople’s ability to quickly adjust their activities, behaviors,...

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    How to Sell to a Complex Buyer

    Overcoming group buying dysfunction and enabling your internal champion to sell are the most important topics for us at Consensus. On that note, CEB recently hosted a sales...

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    [Podcast] How to Overcome Group Buying Dysfunction and Close More Sales

    Podcast interview by Shye Gilad and Craig Moen of Business Owners Radio, post by Hilary Bird of Consensus

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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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    How Much is 'Group Buying Dysfunction' Costing You?

    Driving Consensus is the Biggest Growth Opportunity in B2B Sales and Marketing

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    It Is Not Enough to Have a Sales Champion

    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.

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    Cut Sales Cycles by 68%

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