The Scaling Presales Blog

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...

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. It’s...

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...

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

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 Sales...

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

Overcoming group buying dysfunction andenabling your internal champion to sellare the most important topics for us at Consensus. On that note, CEB recently hosted a sales leader...

Podcast interview byShye Gilad and Craig Moen ofBusiness Owners Radio, post by Hilary Bird ofConsensus

Wouldn't it be great if every one of your outgoing sales calls was received with unbridled enthusiasm?

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

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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