Selling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
About this ebook
What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often.
Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
About the author
Garin Hess is a serial entrepreneur whose entire career has been in enterprise software and is passionate about combining technology and methodology to make B2B buying easier. He has been directly involved in building several B2B sales teams and has held roles as acting Head of Sales and sales engineer. Garin has founded two software companies, two industry conferences, and a non-profit organization. He is currently the founder and CEO of Consensus (goconsensus.com), the leader in intelligent demo automation, winning Gartner’s coveted “Cool Vendor” designation. Consensus helps sales engineering teams use interactive video demos to scale productivity by reducing wasted time doing repetitive, unqualified demos so they can do more of what they do best: solutions consulting.
Outside of his love for beautifully designed enterprise software, Garin enjoys reading history, mountain biking, hiking, playing tennis, choir conducting, and spending time with his wife and their children.
