Description
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.
Author: Garin Hess
Publisher: River Grove Books
Published: 06/16/2020
Pages: 292
Binding Type: Paperback
Weight: 0.95lbs
Size: 9.00h x 6.00w x 0.66d
ISBN13: 9781632992949
ISBN10: 1632992949
BISAC Categories:
- Business & Economics | Sales & Selling | Management