Shelley Cernal of Knowledge tree recently wrote about the "Modern B2B Buyer," and 5 things salespeople need to know.
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/bigstock-Young-businessman-explaining-d-74803219-1.jpg?width=791&name=bigstock-Young-businessman-explaining-d-74803219-1.jpg)
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
![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/photo-1445912842705-7ee858b234c9-2.jpeg?width=791&name=photo-1445912842705-7ee858b234c9-2.jpeg)
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?
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/Screen-Shot-2016-06-28-at-3_29_43-PM-1.png?width=791&name=Screen-Shot-2016-06-28-at-3_29_43-PM-1.png)
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?
read moreGuest 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...
read moreGuest 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...
read moreThe 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...
read moreFor 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.
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/argument-twitter-2.jpg?width=791&name=argument-twitter-2.jpg)
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...
read more