Consensus

The Scaling Presales Blog

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

    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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    3 Tips for Accelerating B2B Sales

    What tips can be used to accelerate B2B sales? Cater to the decision-makers in the buying group Let clients help you Meet your buyers where it counts  

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    Finessing Failure

    What are some common sales mistakes and how can you learn from them? Missing sales goals Losing the sale Not understanding the customers  

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    3 Tricks to Offering Gimmick-free Special Deals

    What can you do to offer appealing special deals? Offer a beta trial Offer an upgrade Give something special to the champion buyer Use flash sales promotions  

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    But What About the Buyer?

    What are the things that you should know about the buyer? B2B buyers are usually teams Help your buyers with this two-step process There are numerous sales enablement tools...

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    Two Reasons to Use Video for Sales

    Why should you use video for sales? Video shows instead of tells People are more receptive to video than longer-form content  

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    3 Things B2B Sales Can Learn from Relationship Marketing

    While the job of a B2B sales rep is focused on closing a deal, taking a prospect to becoming a customer, it's good to keep relationships ongoing even after they reach customer...

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    3 Reasons to Use SLA's in Your Sales Process

    Hopefully, most of you are already leveraging SLA's (Service Level Agreements) in your sales deals. Without them, you run the risk of unsatisfied customers, unsatisfied...

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    Buyer Enablement: Why Modern Sales Leaders are Switching Gears

    What is Buyer Enablement? Well, first let me ask you two seemingly obvious questions about B2B sales:

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    What Does AI Mean for B2B Sales?

    What can AI bring to B2B sales? Personalization Data Sources Buyer empowerment Brand patronage Insight  

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    The B2B Sales Prospecting Epidemic: The Underlying Cause

    How do you handle the reality that 90% of buyers in your market aren't looking to buy? Or even more, aren't aware they have the exact problem that your solution could fix? Jim...

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    7 Reasons We Should Focus on Enabling the Buyer, Not the Seller

    Why should you focus on enabling the buyer? Reduce the buying cycle timeline Ensure accuracy Simplify interactions Build relationships Keep it concise Keep it comprehensive ...

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    5 B2B Sales & Marketing Leaders Share Their Epic Fail Stories in the Spirit of FAILFAST17

    "I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and...

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    CEB: The Six Shifts Behind the Digital Transformation of Business

    "Avoiding change, though, is impossible. And these next few decades will be an era of sweeping change. One of the biggest and most disruptive forces behind all this change is...

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    How to Land a Microsoft Deal in 3 Weeks: Consensus + Zapier + GoToWebinar = Qualified B2B Sales Appointments BEFORE Your Webinar

    Like most companies, you probably produce regular webinars of one kind or another. That's great. But I want to share a little secret to how we get qualified sales appointments...

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