“This [Consensus] is video. It’s on demand. Your buyer can watch these videos anytime, anywhere, and at their leisure – which is key because you’ve empowered your buyer to take control of their learning experience. And then you capture those insights, which helps you build context for those conversations.” – Jake Reni, Sr. Director Enterprise Sales, Consensus
Scott Littrell of ZoomInfo joined us and Nancy Nardin for her Sales Stack Seminar this past week. Our own Jake Reni, Scott and Nancy discussed what Consensus is, what results ZoomInfo has seen since implementing Consensus, and how Consensus is helping solve group buying dysfunction in the B2B sales world. Here’s a brief intro to the webinar, but check out the full recording here.
Nancy: Scott, why did you choose Consensus? Were you having trouble reaching multiple decision makers?
Scott: I don’t even think we realized there was a problem – we had an idea about it, but once we saw the technology, our eyes started to open up. Our meetings are short, 30 minutes, but there’s a lot of things we’re trying to cover and usually a lot of people involved. We thought having some information on this person going into the call – like what’s important to them; are they more interested in building lists, updating their data sets – it would be really helpful because we could keep the demo really focused and address everything we needed to in a really short amount of time.
Nancy: Scott, do you feel that sales conversations go a lot smoother as a result?
Scott: Definitely. In the beginning of some of our calls, you might have fifteen minutes worth of questions – but with Consensus, we know the client is only interested in, say, cleaning their database. It can be really focused. You can ask a few minutes of questions and then use the rest of your time wisely to see how else you can help.
Nancy: What has it helped you do that you weren’t able to do before?
Scott: What it really does is help us be way more efficient on our demos. One of the things we have found is that – we have a brand new team – a lot of prospecting going on right now. Our prospects often say “just send me the information and I’ll take a look”. With this, you can send them interactive video content that’s much more engaging than, say, a case study. And, we can actually see if they interact with it. We use it in our follow-up as well, to see when and how it gets cascaded out to other people [in the buying group]. Seeing who else is watching the demo, what’s important to them, so when we have the second follow-up call, with multiple people, you know what’s important to each person.
Nancy: And just to briefly explain Consensus, it’s a platform that allows multiple decision makers on the buying side to get quick overview of the product or service they’re considering, and they’re presented with a number of questions they answer – which helps the seller understand what they’re looking for. Then from there, it branches off and presents additional information based on how the decision maker answered those questions.
Jake: Beautifully put. The only thing I’d add is that this [Consensus] is video. It’s on demand. Your buyer can watch these videos anytime, anywhere, and at their leisure – which is key because you’ve empowered your buyer to take control of their learning experience. And then you capture those insights, which helps you build context for those conversations.
Don’t miss the full conversation by clicking on the “Watch Button” to the right, or click here.