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.

This is Your Brain on Sales Personalization

by Garin Hess | Aug 02, 2016 | buyer enablement, b2b, consensus selling, sales enablement, sales, b2b sales, personalization, demo, demo automation, consensus, buying consensus

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

To Earn Customer Advocacy, Show Them How To Be Rockstars First

by Garin Hess | Jun 27, 2016 | consensus selling, sales productivity, sales enablement, sales, Marketing, b2b sales, consensus

What catches a buyer’s eye and gets them to fill out your lead form?

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

by Garin Hess | Mar 16, 2016 | sales best practices, consensus selling, sales, buying consensus

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...

Guest Post: Mario Haneca of Showpad Talks B2B Buying Consensus

by Garin Hess | Mar 03, 2016 | b2b, consensus selling, sales, saas sales, customer buying, consensus buying

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...

The Challenger Model and Sales Enablement - Better Together

by Garin Hess | Jan 12, 2016 | b2b, consensus selling, sales, b2b sales

"We know that a key component of effective Challenger selling is process discipline, and the Sales Enablement platform, well, enables a big portion of the required discipline. It...

For sales, the best content should Spark, Introduce, and Confront

by Garin Hess | Nov 19, 2015 | b2b, consensus selling, sales, Marketing

Most expert content marketers would agree that content pieces should be insight driven and address problems customers have but might not be aware that they do.

Driving Consensus in Sales Deals Doesn't Mean Everyone Agrees

by Garin Hess | Nov 16, 2015 | consensus selling, sales

At CONSENSUS™, we’re all about helping your customers reach alignment, consensus, and agreement. In today’s sales demo culture, it’s imperative to identify and equip the...