Consensus

The Scaling Presales Blog

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

    How to Develop Executive-level Relationships in Strategic Accounts

     

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    How to Gain Access to Key Decision Makers: What World-Class Performers Do Differently

    "Imagine you are traveling with your laptop and your smartphone. For some reason, you are stuck in the desert, and you have no Wi-Fi connection whatsoever. It means you have no...

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    Meet the Modern B2B Buyer(s)

    Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.

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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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    Does All Content Build Trust and Bring Stakeholders Together?

    Salespeople are encouraged strongly and often to share content with their prospects. In fact, content is often the most-discussed weapon in Sales and Marketing’s arsenal. More...

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    Helping Buyers Build Consensus is the Elephant in the Room

    As a sales person, you see the same “time-tested” tips thrown around a lot.

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    Three Sayings to Help Salespeople Uncover a Buyer's Need

    We've got three sayings to help you.

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    How the Skill of Driving Agreement is Changing B2B Sales [Video]

       

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    Guest Post: Norman Behar of SRG on Facilitating Agreement in the Sales Process

    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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    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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    Five Key Sales Enablement Takeaways from 2015

      It sounds cliché, but it’s hard to believe the year is almost over! 2015 has been full of unexpected twists and turns for many organizations, and when it comes to Sales...

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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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    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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    3 Factors Driving Group Buying Consensus For B2B Sales

    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...

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

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

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