One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they can! The article discusses the relationship between Sales and Presales professionals, highlighting the importance of mutual trust and collaboration for successful outcomes. It acknowledges that while clients often trust Presales, there…
DetailsPart of the Consensus Scaling Presales Webinar Series Did you know that in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and enablement ONLY focus on EITHER Presales OR Sales – almost never together as a functional…
DetailsWhat’s in this article for you? The article discusses the importance of understanding Critical Business Issues (CBIs) in sales. CBIs are the specific objectives that individuals or organizations are at risk of not achieving. It explains that CBIs are different from general problems or reasons and are more closely tied to measurable objectives. The article…
DetailsDEMOFEST Buyer Enablement – Virtual Conference Did you know in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and enablement ONLY focuses on EITHER Presales OR Sales, and as a result PRESALES are under or improperly utilized…
DetailsDEMOFEST With Art Fromm, Zach Lawryk, Malcolm Murphy, Natasja Bax, and moderated by Mark Green. DEMOFEST2023, hosted by Consensus, showcased an impressive lineup of industry experts at its inaugural event, including renowned figures like Peter Cohan, Julie Hansen, Natasja Bax, John Care, Don Carmichael, Kerry Sokalsky, and Art Fromm, who presented ‘Working together seamlessly as…
DetailsAs a sales leader, you understand the pivotal role of Salesforce or another CRM system in ensuring the accuracy of your forecast data. However, sales teams often perceive sales data entry as a tedious task, viewing it as additional “paperwork” rather than a tool to enhance their selling efforts. Consequently, forecast data tends to be…
DetailsIdentifying a qualified lead is the core problem that B2B sales faces. Art joins Subhanjan Sarkar of Pitch Link and George Georgiadis of Happierleads.com for the 4th Lead to Close – The Seller’s Journey webinar. Subhanjan brings in Lead Gen Experts to discuss the best methodologies and tools to identify the most appropriate leads to engage in…
Details“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint? What strategies and positionings are appropriate and how do you frame your demos for the range of renewal and expansion situations? We’ll…
DetailsHave you ever been in a situation where: a. You find yourself in front of participants about which you know nothing of their needs or interests – and they’ve been promised a demo…b. You are asked to join a web session, right now, and the salesperson says, “They asked to see a demo…”…
DetailsEscape the tyranny of traditional demos! If you’ve ever felt overwhelmed by the amount to cover, struggled to engage your participants, or ran out of time before showcasing the best features – you’re not alone. Traditional demos can be a trap, forcing you to cram in as much as possible, leaving your participants confused and…
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