The Scaling Presales Blog

Consensus offers multiple ways in which you can leverage video content. We like to break these down into three different types of “demos”:

If you’ve ever traveled outside the United States, there’s a good chance you’ve encountered a new culture, language, and people. If you’re like me, you probably went shopping for...

Business2Communityrecently cited media content marketingas one of the B2B marketing trends to look out for in 2017. They write, "It’s easy to see why video and photos are...

How can we leverage the concept of something "going viral" in B2B sales? Isn't this usually a marketing thing? To close B2B sales faster, we need to discover and engage the buying...

What once was a clear line between where marketing ended and sales began, has become less and less defined in today’s B2B world. As customer’s buying behaviors have drastically...

Ben Cohen (Wall Street Journal), recently wrote an article titled "The Basketball Team that Never Takes a Bad Shot", profiling the Pine City, Minnesota (USA) high school...

I’m not a sales leader or seasoned vet with years of experience. I am a student of sales, three years into my time at CONSENSUSworking with pros specializing in the B2B sales...

"End-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes." These were the findings...

Remember when CEB revealed last year that the average buying group size had jumped from 5.4 stakeholders to a staggering 6.8 - with predictions that number would only continue to...

We're obsessed with the concept of "personalizing" everything nowadays. As more B2C marketing and selling strategies seem to bleed into B2B strategies, personalization is no...

While all the glory may be in the closed deal, we can’t forget that the effort we invest in marketing and pre-sales is what landed us the seat at the table in the first place....

The patented branching demo automation technologyy that drives CONSENSUS enables prospects to self-select their way through personalized video demo of your product or solution and...

I previously wrote that if you don't start thinking like buyers, your close rate will plummet. I said, sparking some controversy, that there are no such thing as complex...

Get Rid of Your Salesforce Stages Sales leaders, why are you using the standard sales stages in Salesforce? Or any other CRM for that matter? Do you think your CRM knows the...

By Garin Hess, Founder and CEO of Consensus,@garin_hess