How to Sell to a Complex Buyer

How to Sell to a Complex Buyer

Overcoming group buying dysfunction and enabling your internal champion to sell are the most important topics for us at Consensus. On that note, CEB recently hosted a sales leader conference where Jill Konrath, Lori Richardson, Brent Adamson and Nick Toman got...
Group Buying Dysfunction – Not Just a Sales Thing

Group Buying Dysfunction – Not Just a Sales Thing

Do you know what’s the biggest roadblock facing B2B sales today? Group buying dysfunction. It is dragging out sales cycles for months and months, or worse – results in a ‘no decision’ deal, where your customer decides they’d rather just stick to the status quo....
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