The Power of Buyer Empathy in B2B Sales

The Power of Buyer Empathy in B2B Sales

In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to reply.” Doesn’t this epitomize an ineffective salesperson or sales engineer? How many demos...

Don’t Sell. Coach Instead.

By Brett Merritt, Director of Content Marketing at Consensus, @brettcmerritt 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,...

How to Close a 70k Deal in 30 Days

One shared challenge that pops up in every sales executive’s game plan is the need to convert an inquiry-based contact (INQ) into a marketing qualified lead (MQL). An even more significant challenge is how to improve conversion rates—at scale—without growing...
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