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Selling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle by Garin Hess (Paperback, 2020)
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About this product
Product Information
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% when they learn to equip their champion--the people promoting their solution inside the target account--using the DEEP-C(TM) 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.Product Identifiers
PublisherRiver Grove Books
ISBN-139781632992949
eBay Product ID (ePID)21046449207
Product Key Features
SubjectManagement
Publication Year2020
Number of Pages292 Pages
Publication NameSelling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
LanguageEnglish
TypeTextbook
AuthorGarin Hess
FormatPaperback
Dimensions
Item Height229 mm
Item Weight431 g
Item Width152 mm
Additional Product Features
Title_AuthorGarin Hess
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