Why Marketing and Sales Need to Get Extra Cozy

Why Marketing and Sales Need to Get Extra Cozy

You see those marketing guys sitting across the room? You know, the team that sends you unqualified leads that you have to toil over to convert into closed sales? Well, it’s time to get cozy. Marketing and Sales have to learn to not only coexist but collaborate. Why?...

Sales Should Stop Chasing Titles and Focus on This Instead

Often in sales, we work hard to get contacts within an organization. We shoot for the title that is highest on the totem pole, thinking that their power will be enough to drive a sale to close. But is this the best way to approach the new buying group, where over five...
Why Marketing and Sales Need to Get Extra Cozy

Become a Skilled Change Expert (or Sink Like a Stone)

“Come gather ’round Sales,  Wherever you roam And admit that the buying groups Around you have grown …” Forgive our horrible paraphrase of Bob Dylan. But not only are buying groups getting bigger, they’re more spread out geographically and...
Highlights from InsideSales.com’s Accelerate16

Highlights from InsideSales.com’s Accelerate16

By Hilary Bird, Marketing at Consensus, @Hilbonix  What a week. Let’s start with a short list of why I was so excited for Accelerate16: Announcing our partnership with InsideSales We’d be on our home turf – the gorgeous Park City An incredible lineup of speakers...
How to Increase Close Rates By Knowing Your Buying Group

How to Increase Close Rates By Knowing Your Buying Group

Let’s say you’re in hot pursuit of that sale. You’ve wisely identified your mobilizer and taken the time to help them map out a compelling vision and a plan to share that vision with the rest of the stakeholders in the buying group. That sale is in the bag, right?...