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 | Oct 26, 2015 | b2b, b2b insights, sales, b2b sales, consensus, productivity

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

    read more

    3 Factors Driving Group Buying Consensus For B2B Sales

    by | 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...

    read more

    Emotional ROI, Part 2: Selling the Pain of Change

    by | Oct 05, 2015 | Business Development, entrepreneur, tech, roi, emotion, business, emotional roi, sales, inside sales, return on investment, demo automation, DemoChimp, saas, startup, productivity

    read more

    CEB's New Book, The Challenger Customer, Unlocks Group Buying Consensus

    by | Sep 30, 2015 | b2b, ceb, sales, b2b sales, productivity, buying consensus

    Have you ever been in a group trying to decide where to eat or which movie to see? Easy, right? Wrong.

    read more

    Emotional ROI, Part 1: The Risks of B2B Buying

    by | Sep 22, 2015 | b2b, business, sales, b2b sales, leadership, productivity

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

    read more

    Trish Bertuzzi on Buying Consensus

    by | Sep 08, 2015 | b2b, trish bertuzzi, sales, sales leadership, productivity, 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 ...

    read more

    3 Things Successful Salespeople Always Do

    by | Aug 31, 2015 | sales tools, sales productivity, sales enablement, sales, b2b sales, productivity

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

    read more

    The 7 Components of B2B Group Buying Decisions

    by | Aug 17, 2015 | sales cycle, group buying dysfunction, sales, b2b sales, productivity, buying consensus

    read more

    The Evolution of Software Product Demos

    by | Jul 21, 2015 | Business Development, software demo, presales, productivity

    read more

    Let Prospects Make Your Life Easier

    by | Jul 12, 2015 | sales productivity, sales, b2b sales, productivity

    read more

    Quote Roller Review: Why Our Sales Account Exec Loves It

    by | Jun 01, 2015 | sales tools, sales productivity, sales, sales automation, productivity

    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...

    read more

    How to Make To-Do Lists for Your Work Day

    by | May 25, 2015 | organization, leadership, Articles, productivity

    By Katie Anderson, Lead Scriptwriter at Consensus, @KMussman

    read more

    Demo Automation: Making Sales 3x More Productive

    by | Jan 21, 2014 | sales, demo automation, DemoChimp, productivity

    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...

    read more