What Is Consensus and Why Is It So Important?: Defines 'consensus' and the impact of multiple stakeholders in the buying room.
The Challenge of Gaining Consensus: Focuses on some obstacles to consensus and what salespeople need to consider as they think about the buying room.
How to Gain Consensus: General steps to take to work toward consensus, including how to identify a change champion who can work internally on your behalf.
Gaining Consensus in 'Why Change?' and 'Change to What?': Specific approaches and actions to take when working with a stakeholders on the right side of the Buying Clock.
Gaining Consensus in 'Change to Who?' and 'Commit to Change': Specific approaches and actions to take when working with stakeholders on the left side of the Buying Clock.