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Prospect Engagement

What 500,000 Sales Calls Reveal About How Sales Reps Should Ask Questions

Trish Bertuzzi from the Bridge Group once told me, “a great marriage begins with the first date, and a quality sales process originates with the discovery call.” A discovery call is a two-way call for the prospect to understand your solution and whether it can help them solve a real problem, and an opportunity for a sales rep to determine whether they should invest more time to develop the account. As a sales rep, time is your limiting resource. A good discovery builds rapport, establishes trust, qualifies a…

Consensus Snap™ Launches With Instant Video for B2B Sales Communication

Consensus, the SaaS company at the forefront of Demo Automation,  announced their newest product Consensus Snap™. Snap enables sales reps to engage multiple stakeholders quickly by instantly recording, sending, and tracking screenshot video demos on the fly. "Customers are eight times more likely to respond to a personalized video, and more likely to share the video so that sales reps can quickly discover and engage the entire buying group," said Garin Hess, Founder and CEO. Record your video, then copy a custom…