Library

22 resources in Consensus

• ListenPodcastTop pick

  Revenue Builders

  John McMahon & John Kaplan

  The strongest ongoing feed here for serious complex-enterprise selling: qualification, value, champions, economic buyers, strategic accounts, procurement and major deals.

  Enterprise sales

  Website: Listen→
• ListenPodcastTop pick

  Responding to RFPs in B2B Sales

  Scott Sinatra on Revenue Builders

  The useful RFP lesson: the real advantage is created before the RFP lands—through champions, qualification and influence on decision criteria.

  RFPs

  Website: Listen→
• ReadBookTop pick

  The Challenger Customer

  Brent Adamson, Matthew Dixon, Pat Spenner & Nick Toman

  Book · Deep read

  Enterprise deals often stall because the customer cannot create internal consensus. This is about finding Mobilizers and helping the customer align around change.

  ConsensusComplex buying

  Amazon: Open on Amazon→

• Brent Adamson

  B2B buying research

  Top pick

  Buying complexity, decision confidence, consensus and modern enterprise buyer behaviour.

  Enterprise buyingConsensus

  LinkedIn: LinkedIn→
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• ReadArticleTop pick

  Making the Consensus Sale

  Karl Schmidt, Brent Adamson & Anna Bird

  Harvard Business Review

  ~12 min read

  A concise foundation for understanding why complex B2B deals are won by helping groups align, not by finding a mythical single decision maker.

  ConsensusBuying groups

  Harvard Business Review: Read article→
• ListenPodcast

  30 Minutes to President's Club

  Armand Farrokh & Nick Cegelski

  Tactical enterprise-selling craft: discovery, multithreading, executive conversations, champions and deal progression.

  Enterprise execution

  Website: Listen→
• ListenPodcast

  Getting to the Economic Buyer

  Anne Gary on Revenue Builders

  A practical guide to identifying the real economic buyer, earning access and preparing for the conversation around budget and competing priorities.

  Enterprise sales

  Website: Listen→
• ListenPodcast

  Breaking Down the Traits of a Champion

  Anne Gary on Revenue Builders

  Separates positional authority from real influence and explains what a genuine business or technical champion does inside the buying organisation.

  Qualification

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcast

  The Discipline Behind Nine-Figure Deals

  Stuart Gwynn on Revenue Builders

  Discovery, testing champions, multiple stakeholders, shared account vision and disciplined qualification behind very large enterprise deals.

  Large strategic pursuits

  Apple Podcasts: Listen on Apple Podcasts→
• ListenPodcast

  Executive Sales Masterclass

  Jen Allen-Knuth on 30 Minutes to President's Club

  Strategic objectives, cost of inaction, access to power, C-suite discovery and building consensus across a buying group.

  Executive conversations

  Spotify: Listen on Spotify→

• Jen Allen-Knuth

  Enterprise sales practitioner

  Executive access, cost of inaction and complex buying groups.

  Executive selling

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Armand Farrokh

  30MPC

  Tactical enterprise AE craft: multithreading, champions, demos and deal progression.

  Enterprise execution

  LinkedIn: LinkedIn→
  (opens in a new tab)

• Armand Farrokh

  @armandfarrokh

  Highly tactical enterprise-selling observations around account quality, problem pitching, champions and execution.

  ChampionsExecution

  X: X→
  (opens in a new tab)

• Brent Adamson

  @brentadamson

  B2B buyer behaviour, consensus, Challenger thinking and decision complexity.

  Buyer behaviourConsensus

  X: X→
  (opens in a new tab)
• ReadArticle

  3 Ways to Help Sellers Chart the Buyer Landscape

  Force Management

  The Command Center

  6 min read

  A practical short read on navigating buying committees, finding multiple champions and communicating value at different levels of the organisation.

  Buying groupsChampions

  Website: Read article→
• ReadArticle

  How to Enable Sellers to Win at the C-Suite Level

  Shelby Bock

  Force Management

  ~9 min read

  Connects value messaging, deep discovery, qualification and champion development to the realities of executive-level selling.

  C-suite sellingExecutive conversations

  Website: Read article→
• ReadArticle

  Key Takeaways: Economic Buyer Selling with Dick Dunkel

  MEDDICC

  MEDDICC Resources

  7 min read

  A compact guide to what economic buyers actually care about: strategic priorities, business value, metrics, credibility and how budgets are secured.

  Economic buyerQualification

  Website: Read article→
• ReadArticle

  Key Takeaways: Champion Building During a Downturn

  MEDDICC

  MEDDICC Resources

  ~8 min read

  Clarifies what a real Champion is and how ROI, risk mitigation and internal advocacy combine when enterprise buyers are cautious.

  ChampionsQualification

  Website: Read article→