Consensus

The Scaling Presales Blog

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

    Kindness in Consensus Wins the Battle

    By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt

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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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    Emotional ROI, Part 2: Selling the Pain of Change

     

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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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    Emotional ROI, Part 1: The Risks of B2B Buying

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

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    Trish Bertuzzi on Buying Consensus

    CONSENSUS™ is conducting a series of interviews with sales and marketing leaders on the topic of B2B buying consensus. Several analyst firms, including CEB, SiriusDecisions, and ...

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    3 Things Successful Salespeople Always Do

    Guest post summary from Don Cash, SVP of Global Inside Sales at BMC Software

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    The 7 Components of B2B Group Buying Decisions

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    The Evolution of Software Product Demos

     

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    Let Prospects Make Your Life Easier

     

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    Quote Roller Review: Why Our Sales Account Exec Loves It

    As a SaaS sales person, sometimes I ironically feel at odds with the technology at my disposal that is supposed to make my life easier. I seem to spend too much time fussing with...

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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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    Demo Automation: Making Sales 3x More Productive

    Doing live product demonstrations is such an area of inefficiency in the sales process that you can gain amazing increases in productivity using demo automation. Using self...

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