CEB: 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. According to CEB and The Challenger Customer, salespeople need to become buying coaches instead. As the great John Wooden said, “A...

Kindness in Consensus Wins the Battle

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt The sales process can often be an aggressive pursuit. And that’s not necessarily a bad thing. But sometimes, when you’re working to get the buy-in of multiple stakeholders, the conversation...

It Is Not Enough to Have a Sales Champion

You did it. You finally found a person in the company who is genuinely excited to talk to you about your solution. But guess what? That’s not enough anymore. It’s not even enough that they’re a real charmer who makes time to talk with you about the ins and outs of...
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