Consensus: The Scaling Presales Blog

Meet the Modern B2B Buyer(s)

by Garin Hess | Aug 04, 2016 | sales best practices, buying panel, b2b, consensus selling, business, sales enablement, sales, b2b sales, buying group, consensus, buying consensus

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

7 Data-Backed Sales Best Practices

by Garin Hess | Jan 14, 2016 | buying panel, b2b, sales, b2b sales

"Many of you have likely heard the analysis by Corporate Executive Board that B2B customers have completed nearly 60% of their purchasing decisions before ever speaking with a...

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...

Drive B2B Sales Close Rates by Personalizing the Message to Each Person on the Buying Panel

by Garin Hess | Mar 22, 2015 | buying panel, sales, Marketing, automation, personalization, sales automation, demo automation

insidesales + CONSENSUS™

by Garin Hess | Mar 12, 2015 | buying panel, Business Development, sales, b2b sales, DemoChimp

Sales Acceleration + Buying Acceleration = B2B magic. That’s what happens when you combine InsideSales.com with CONSENSUS™.

Getting Into the Mind of a Buying Panel

by Garin Hess | Feb 25, 2014 | buying panel, sales

Source: Flickr, Hey Paul Studios Licensed under CC Working in a complex sale can be tough and buying panels can make them a whole lot tougher. If you are working in a highly...

Developing Personas for Buying Panels

by Garin Hess | Jan 01, 2014 | buying panel, sales, Marketing, buyer persona

A lot of importance Nuova has been placed on the development of “buyer personas” over the last 10 or so years. For those unfamiliar with buyer personas, wholesale nfl...