It sounds cliché, but it’s hard to believe the year is almost over! 2015 has been full of unexpected twists and turns for many organizations, and when it comes to Sales...
read moreWhy Building Buying Consensus is No Longer a Sales Problem
As a sales professional, it never gets easy when you finish giving a demo to a prospect and they respond with, “thanks, this is great, let me share it with the rest of my team.”...
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You won't believe the boost sales enablement content gives to these key metrics
A recent article on SmartSellingTools.com caught our attention. It cited a study where sales enablement practitioners were asked what activities were included as part of their...
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How to Guide Buying Group Stakeholders to Recognize Purchase Value
By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt
read moreWhy You Should be Using Video Demos at The Bottom of The Sales Funnel
Nothing beats the engagement rate of video in sales and marketing. According to a post on Singlegrain.com, studies show that 59% of senior executives prefer video over text...
read moreFor sales, the best content should Spark, Introduce, and Confront
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.
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Driving Consensus in Sales Deals Doesn't Mean Everyone Agrees
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 moreThe Truth About Breaking and Building Mental Models
To build B2B buying consensus, you don’t need to continually refine how customers perceive you. What customers need is a significantly more refined view of how they perceive...
read moreIgnorance is Never Bliss When Earning Buying Consensus
“The pain of the same is greater than the pain of change.” This insight, most recently found in CEB’s The Challenger Customer, can be hard to get companies to believe. Many...
read moreAutomation + Personalization
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read moreCEB: Don't Lead with Your Solution, Lead To It
Everyone hates the guy at the party who can only talk about how great he is. He’s a triathlete. He doesn’t eat gluten. He saved someone from drowning. He climbed Everest. And you...
read moreCEB: Don't Sell, Coach Instead
It’s not enough to just sell when your prospects have already heard the same features and benefits spiel from all of your competitors.
read moreKindness in Consensus Wins the Battle
By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt
read moreCEB: Show Buyers that the Pain of the Same is Greater than the Pain of Change
You’ve got your potential customer listening. Now what? It’s time to talk about your amazing solution, right? And tell them how great it’s been for other customers? Sure, you...
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