Consensus Consensus
Consensus
Consensus Light Version Logo 3
  • Buyer Enablement
  • Platform
        • Interactive Video DemosEasily shareable and always available
        • Demolytics™Tantalizingly good stakeholder insights
        • Supporting ContentConveniently mapped content for each demo
        • OverviewIntelligent demo automation
        • IntegrationsCarefully curated integrations that work where you work
        • SolutionsPlatform tuning for teams across the funnel
        • SecurityGlobally reliable — way more fun than you think
        • ToursCreate on-demand product tours
        • Illustration of a calculator

          CALCULATE YOUR ROI
          WITH CONSENSUS.

          LET'S GO
  • Pricing
  • Resources
        • BlogThe #1 blog for Presales
        • Research & GuidesData and insights to help you scale
        • CustomersReal disruptors seeing real results
        • DEMOFESTThe best event for presales best practices
        • WebinarsThe how-to hub for scaling presales
        • Cost of Demo CalculatorDo you know the cost of your demos? Find out now
        • PodcastAnswers to burning Presales questions
        • Buyer Level AssessmentGauge buyer champion’s change project difficulty
        • Filter by Custom Post Type
          Posts
          Webinars
          Demofest Videos
          Podcasts
          Infographics
          Filter by content type
          Custom post types
        • Choose Your Own Demo feature image
          Choose Your Own Demo
  • Company
        • AboutOur WHY to everything we do
        • Press releasesSplash worthy buzz
        • CareersHigh-growth with high rewards
        • Consensus Partner NetworkJoin the network
        • SupportConstantly up-leveling customer users
  • Solutions
        • PresalesAutomate repetitive Presales functions and scale instantly
        • ChannelsOnboard and enable channel partners fast
        • SalesShorten sales cycles and improve close rates
  • Talk To Sales
  • Watch a Demo
  • Sign In
  • Watch a Demo
  • Sign In

How to Get Customized Content to Buyers Before Sales Can Arrive

  • Blog
  • Garin Hess
  • March 15, 2016
  • buyer enablement, presales, sales, scaling presales
Consensus

By now, you’ll be hard-pressed to find a salesperson who doesn’t extol the virtues of being able to deliver customized content to their prospective buyers.

It seems like a no-brainer. After all, study after study has confirmed that sales enablement content that is adjusted to the specific situation and needs of the buyer increases the odds of a sale. So salespeople, often on the fly, do their best to tweak Powerpoints just before they walk into their next sales demo. Unfortunately, they might be hitting the step of delivering customizable content way too late.

In Shawna Sumaoang’s recent post, “Empower Your Field With Customizable Content,” she enumerates the efforts that forward-thinking salespeople are making to stay ahead of the customization challenge:

“[R]eps need the ability to customize any document, presentation or spreadsheet easily and quickly and keep it in their sales content management platform—no downloading or uploading…’

“In particular, in regulated industries reps must stick with approved content. In this case, organizations can provide a master deck of approved content, and reps can create a presentation from a mix of approved content. Remixing does not allow sellers to modify the content of a slide, but enables reordering of slides within a presentation, or mixing slides from multiple “master decks” to create exactly the content they need.”

Of course, these efforts are laudable and make ends meet when you consider sales demos and other types of content delivered after Sales has connected with a buyer. But what about content that needs to make contact with the buyer before Sales can arrive on the scene?

In CEB’s recent webinar, “Making the Consensus Sale,” they revealed that buying groups often fail at reaching consensus well before Sales can intervene. They then proceeded to highlight the need to begin delivering customized content and tools to buyers before the lead ever passes from Marketing to Sales.

The nagging question, then, for Sales (and likely Marketing) becomes: “How do we deliver customized content to buyers before we’ve even held a single call with them to scope out their needs?” For some organizations, this challenge can seem impossible. And it’s unlikely that adding another layer of human contact earlier in the process would be feasible for most organizations.

Technology, however, might hold the key to solving the challenge of delivering customized content to buyers before Sales’ first contact, when buying groups need it the most. For instance, automated, high-level demos that allow prospects to self-identify according to their role and needs could then deliver a presentation to speak to those specifically to their needs—all within the buyer’s first contact with a company’s website.
To see how Consensus™ delivers customized content when buying groups need it the most, click on the orange “Watch Demo’ button below.

PrevHow Technology Can Help Sales Teams Get on the Same Page
Consensus Use Case: How to Reactivate Stalled LeadsNext
  • Tags: buyer enablement, presales, sales, scaling presales
Consensus is Intelligent Demo Automation that scales your presales function.
Watch an Automated Demo

More Interesting Posts

How Buyers Think – Overcoming Emotional ROI
May 9, 2023
Burning Presales Hot Tips
Burning Presales: Hot Tips from the Podcast
April 27, 2023
The Micro Demo
Micro Demo: Giving Prospects a Small Taste of What’s Possible
April 20, 2023

Presales » How to Get Customized Content to Buyers Before Sales Can Arrive

Platform
  • Buyer Enablement
  • Overview
    • Interactive Video Demos
    • Demolytics
    • Integrations
    • Solutions
  • ROI Calculator
RESOURCES
  • Customers
  • Blog
  • Dojo
  • Webinars
  • DEMOFEST 2022
  • DEMOFESTx
  • Podcast
  • Buyer Level Assessment
COMPANY
  • About
  • Support
  • Careers
CONTACT US

info@goconsensus.com

801.653.0028

Talk To Sales

LAUNCH DEMO

© 2023 Consensus Sales, Inc. All rights reserved.
  • Privacy Policy
  • Terms of Service
Key Activity Gap Analysis

The Definitive Guide to the 6 Demo Types

Download ebook

Research: 2022 SE Report

The Rise of Demo Automation Aargon Research

The Definitive Guide to the 6 Demo Types


Research: 7 Immutable Strategies for Scaling Presales


6 Demo Types Infographic


5 Burning Presales Problems Sales Leaders Observe

2021 Sales Engineering Compensation & Workload Report

Let us know where you want to see us next year!

Windows 95


Filter by Categories
Articles
Blog
Channel Development
Entrepreneurship
Event
Guides
Marketing
News
Awards
In the Press
Press Releases
Outreach
Press Releases
Sales
Business Development
Buyer Enablement
Presales
Filter by Customer stories Category
Customer Story
Featured
TP2
Filter by Tags
Artificial Intelligence
Automation
B2B Sales
best practices
buyer enablement
Company
Deep C
demo automation
Demo types
DEMOFEST
Demolytics
Demolytics best practices
Interactive videos
Marketing
Presales
product News
Research
Sales
scaling presales
test tag
Tips
Filter by Research Category
Appendix
Buyer enablement
Featured
Guide
Infographic
Research
Filter by Demofest Category
2020
2021
2022
2023
London
Silicon Slopes
Silicon Valley
Filter by Podcasts Category
Featured
Podcast
Filter by Webinars Category
Buyer
Presales
Webinar
Filter by Tags
*Best practices
*Buyer enablemen
*Buyer enablement
*Scaling presales
6 demo types
analytics
automation
b2b
b2b sales
best practices
Blog 2
business development
business strategy
buyer enablement
channel
company
customer insights
Customer Stories
data analysis
Deep C
demo
demo automation
Demo Types
demo video
DEMOFEST
demolytics
Demolytics Scaling Presales
demos
digital presales
digital transformation
disruption
dojo
EBook
faq
industry analysis
Infographics
innovation
interactive demos
Interactive videos
market trends
marketing
new demo player
outreach
podcast
presales
Presales Sales
presentation skills
Press
press release
product demo
product demonstrations
Product News
remote
Research
sale
sales
sales teams
scaling presales
Table of Contents
technology trends
Tips
virtual event
webinar
wfh