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  • Selling Is Hard. Buying Is Harder.

  • How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
  • By: Garin Hess
  • Narrated by: Gary Tiedemann
  • Length: 6 hrs and 50 mins
  • 4.7 out of 5 stars (3 ratings)
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Selling Is Hard. Buying Is Harder. cover art

Selling Is Hard. Buying Is Harder.

By: Garin Hess
Narrated by: Gary Tiedemann
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Summary

Enable your buyers for faster B2B sales.

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 percent 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.

All images and graphics referred to in this audiobook, along with other appendix items, can be viewed and downloaded from the author's website.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.
©2021 Garin Hess (P)2021 Greenleaf Book Group
Sales & Selling
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Profile Image for Andrew Pittendrigh

Very insightful and poignant

As a solution engineer myself and a follower of Consensus as a technology, I think buyer enablement is really important in the Information Age and the informed buying groups I engage with.

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