Consensus

The Scaling Presales Blog

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

    Being a Trusted Advisor is More Than Just Doing Your Homework

    “Trusted advisor.”

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    Stories About Passion and Entrepreneurship from CEO Garin Hess

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    Emotional ROI, Part 1: The Risks of B2B Buying

    What do you sell? Is it a product? A solution?

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    How to Make To-Do Lists for Your Work Day

    By Katie Anderson, Lead Scriptwriter at Consensus, @KMussman

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    The Worst Thing: From Shoe Shopping to Software Development

    Have you ever come full circle with a childhood lesson, where you have that “aha!” moment years later, realizing you’re embracing that once-forgotten lesson? I just want to share...

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    3 Things We Can Learn from George Washington about Sales Leadership

     

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    B2B Sales Leadership Mistake #3

    SPENDING TOO MUCH ENERGY AND TIME ON PRICE INSTEAD OF BUILDING A UNIQUE VALUE PROPOSITION THE STATUS QUO FOR B2B SALES In B2B sales, many salespeople believe their job consists...

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    Mistake #2: Spending Too Much Time Away from Decision Makers

    In my last post in this series on mistakes in sales leadership, I wrote about Sales Mistake #1: Not Giving Up Soon Enough, where we dissected the opportunity cost inherent in...

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    Researching Your Competition to Build Your Business

    Businesses who want to distinguish themselves from competitors often tend to intentionally place out of mind and sight other companies whose products or services compete with...

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    Dreamforce 2014: Tradeshow Consensus Team

    Consensus Team @ DreamForce 2014: Consensus sent a contingent of some of our most high powered executives and sales guys to participate in Dreamforce, the mega trade show...

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    The New Sales Methodology: 3 Key Relationships

    By Hilary Bird, Marketing at Consensus, @Hilbonix  Today’s sales world is a lot different than it was 100 years ago. The thing is, salespeople haven’t really updated their sales...

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    3 Most Common Mistakes in B2B Sales Leadership: Mistake #1

    You might say there are dozens of reasons (or shall we call them ‘excuses’) when we don’t lead our teams to sales success. But when I look at my experience, I’ve picked what I...

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    What is Neuroplasticity and How Does It Affect Us?

    By Scott Rafferty, CBDO at Consensus,  @Scott_Rafferty Lumosity, claiming the brain health benefits of their games are based on the science of neuroplasticity. The other day, my...

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    Fundraising: A Necessary Evil or Rigorous Learning Opportunity?

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    Embracing Entrepreneurship: Finding Yourself

    Know thyself. -- Inscription on Ancient Greek Temple This above all: to thine own self be true, And it must follow, as the night the day, Thou canst not then be false to any...

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