Selling Is Hard. Buying Is Harder., Garin Hess
Selling Is Hard. Buying Is Harder., Garin Hess
List: $18.95 | Sale: $13.27
Club: $9.47

Selling Is Hard. Buying Is Harder.
How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle

Author: Garin Hess

Narrator: Gary Tiedemann

Unabridged: 6 hr 50 min

Format: Digital Audiobook Download

Published: 03/24/2021

Includes: Bonus Material Bonus Material Included


Synopsis

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™ 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.

Reviews

Goodreads review by Gregg on August 04, 2020

Keys to successfully navigating the sales cycle “Selling Is Hard Buying Is Harder” excellently depicts the importance of buyer enablement strategies and how they positively automate key areas of the sales process so buyers can effectively and efficiently make informed buying decisions. This book doe......more

Goodreads review by Spire on September 16, 2020

Detailed Explanation with Focus on SaaS Garin does really well in his detailed explanation. The book reads like the book is part of the sales cycle for his own business products and that is not a bad thing. Because the point is to have the buyer's sell themselves while the vendor makes the process ev......more

Goodreads review by Darya on July 05, 2020

The book provides an interesting perspective of sales from a buyer point of view. That is the angle sales neglect by trying to push the deal forward. Same was with me when I used to work in sales. You will find good tips on how to make sales more efficient and also automated demos which seem to be a......more

Goodreads review by Arevik on July 15, 2020

There are many books on just selling behavioral and emotional patterns, consumer behavior and decision making from the perspective of the seller and this book represents a professional and comprehensive review of the buying as a psychological and anthropological phenomenon and diving into internal a......more