Utah startup seeks to revolutionize sales with intelligent demo automation
Consensus, a technology startup company based in American Fork, Utah, developed a Software as a Service (SaaS) application that the company said shortens the business-to-business (B2B) sales cycle by as much as 68 percent and increases sales close rates by up to 44 percent. The company announced it raised $2.8 million in venture capital funding to foster the growth of their intelligent demo automation platform within the growing sales acceleration software category. According to Consensus, most sales acceleration solutions in today’s marketplace are focused on how to find the right B2B sales prospects. Company CEO Garin Hess said that none of these providers focus on consensus building among multiple corporate decision makers once a prospect is engaged in the sales process. The Consensus solution is specifically designed to automate and personalize product demos to help groups of key buying decision makers to reach consensus early in the sales process. This core functionality helps commercial sales teams shorten sales cycles and increase close rates, according to Hess. “We are solving what is arguably the biggest problem in B2B sales,” Hess said. “With different stakeholders on the purchasing committee it’s difficult to build consensus. Consensus personalizes the content for each individual stakeholder and what is important to them. It delivers the product demo in a way that is relevant to each person rather than through a one size fits all approach.” According to Hess, data derived from their current client base reveals that more than five buyers are involved in the average B2B “buying” committee. He said this fosters the need for an interactive video-sales demo format that delivers a personalized experience to each buyer all at the same time. That same data shows that 77% of companies rate the inability
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