Consensus

The Scaling Presales Blog

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

    3 Challenges with Sales Enablement and How to Solve Them

    What are the most common challenges that come with sales enablement? Misaligned marketing and sales Not using innovative technologies Misconceptions about enablement in general

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    3 Ways You Can Use Sales Automation to Convert More Leads

    What are the ways you can utilize sales automation to convert more leads? Using email as much as possible Finding out what content you can use again Implementing effective...

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    What is Demo Automation?

    One of the most inefficient, costly, time consuming but critical steps in the sales process is the live product demonstration (usually known as just "the demo"). Ask any B2B sales...

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    It’s Not All About the C-Suite: Why SDRs Should Prospect Multiple Levels Within An Organization

    "Anyone working in client-based outsourced lead gen knows this conversation all too well:

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    How to Gain Access to Key Decision Makers: What World-Class Performers Do Differently

    "Imagine you are traveling with your laptop and your smartphone. For some reason, you are stuck in the desert, and you have no Wi-Fi connection whatsoever. It means you have no...

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    Is Cognitive Distortion Keeping You from Succeeding in Sales?

    "Jumping to Conclusions – you skip ahead in your mind that your buyer will not move forward – and they don’t. Some people don’t even call when they are supposed to follow up for...

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    Two Forces that Help Customers Move Beyond Price

    One of the more concerning aspects of the rising number of stakeholders involved today, is the difference between them. Most now come together from a variety of functions,...

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    How to Get Customized Content to Buyers Before Sales Can Arrive

    By now, you’ll be hard-pressed to find a salesperson who doesn’t extol the virtues of being able to deliver customized content to their prospective buyers.

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    The 7 Components of B2B Group Buying Decisions

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    Prospecting and Selling with Demo Automation

    At CONSENSUS™, we talk a lot about demo automation, what makes a great demo, how to leverage your demo in social media, how to make your live demo more effective, etc. Something...

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    Infographic: Shortening the Sales Cycle with Demo Automation

    Long sales cycles are at the top of the list of the most common issues that keep sales managers up at night. You start the month with a prospect pipeline that seems to have you...

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    The Benefits of Automation: Can They Apply to Product Demos?

    We generally think of automation as a way to save time. And we often only think about automating tasks that make us want to pull our hair out with frustration or boredom. This...

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