Buyer Enablement Brings Tools to Internal Champions to Increase B2B Sales

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Dec 13, 2017, 07:00 ET

SANDY, Utah, Dec. 13, 2017 /PRNewswire/ -- Consensus, the leader in Buyer Enablement software for B2B sales, says they are seeing effective adoption of the their BuyerBoard™ technology for internal champions in the Enterprise space.

Consensus announced their BuyerBoard technology earlier this year. BuyerBoard is a demo analytics dashboard that allows the internal champion to see how other stakeholders in their buying group are interacting with their interactive automated video demo.

"Part of buyer enablement means equipping the internal champion to do the selling for you. This is a different mentality than typical B2B sales where the account executive believes they are the one selling," said Garin Hess, Founder and CEO. "In reality it is really the buyer that is doing the selling for you inside their own organization."

Earlier this year Consensus began a pivot towards selling into larger accounts where the problem of Group Buying Dysfunction is acute.

"Group Buying Dysfunction occurs when you get more than one person making the purchasing decision," said Hess. "Did you know the average number of people making decisions in a B2B sales scenario is between 6 and 7? That makes it almost impossible to drive agreement effectively."

Companies such Oracle, IBM, Micro Focus, Renaissance, VMware and others are finding the BuyerBoard a useful tool to put in the hands of the allies inside the organization they are selling to.

"I've seen literally one Consensus demo being forwarded to about 15 different contacts," said Daniel Glymph, a salesperson from Renaissance. "We're getting referrals inside our customer accounts and that's valuable for any sales rep."

"It streamlines the whole process for getting collective feedback from the multiple stakeholders within the school districts we work with," said Marc DeCarli, Sales Trainer at Renaissance.

Consensus is backed by Peak Ventures, CEB Ventures, Riverside Acceleration Capital, and other notable angel investors such as Nobu Mutaguchi and Scott Frazier.

About Consensus
CONSENSUS is a SaaS application that accelerates B2B sales by driving agreement across stakeholders in the buying group. Our interactive demo automation solution personalizes video and documents so each stakeholder automatically learns about your solution in the most relevant way. Our Demolytics™ dashboard helps you discover and engage the entire buying group by gathering analytics and tracking what's important to them, what they watched, and who they shared it with. This drives agreement and gets to a purchase decision much faster than traditional sales methods. Clients have cut their sales cycles by 68% and jumped close rates by 44%.

SOURCE Consensus