Selling Is Hard. Buying Is Harder
How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
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Recommendation
Today’s B2B buyers don’t want to waste time on an extended, archaic sales cycle. Serial entrepreneur and “buyer enablement”pro Garin Hess tells B2B salespeople how to help their customers buy more efficiently. He interviewed more than 40 B2B sales leaders and compiled information from many sources, including CEO Insights. Hess tells B2B salespeople to give their clients information promptly and to simplify critical purchasing activities to promote buyer enablement. He details what buyers want, how to accelerate sales procedures, how to create a process buyers like and how to help them go through it – all to benefit your bottom line.
Take-Aways
About the Author
Founder and CEO of Consensus – which produces demo-automation software – Garin Hess created two software companies, two industry conferences and a nonprofit organization.
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