{"product_id":"selling-is-hard-buying-is-harder-how-buyer-enablement-drives-digital-sales-and-shortens-the-sales-cycle-9781632992949","title":"Selling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle","description":"\u003cp\u003e\u003cstrong\u003eEnable Your Buyers for Faster B2B Sales\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eWhat 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.\u003c\/p\u003e\u003cp\u003eSales 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.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=AUTH-13612457\"\u003eGarin Hess\u003c\/a\u003e\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e River Grove Books\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/16\/2020\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 292\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.95lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.66d\u003cbr\u003e\u003cb\u003eISBN13:\u003c\/b\u003e 9781632992949\u003cbr\u003e\u003cb\u003eISBN10:\u003c\/b\u003e 1632992949\u003cbr\u003e\u003cb\u003eBISAC Categories:\u003c\/b\u003e\u003cbr\u003e- \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=CAT-BUS\"\u003eBusiness \u0026amp; Economics\u003c\/a\u003e | \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=BISAC-BUS058010\"\u003eSales \u0026amp; Selling | Management\u003c\/a\u003e\u003cbr\u003e","brand":"River Grove Books","offers":[{"title":"Default Title","offer_id":42662258311405,"sku":"9781632992949","price":17.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0550\/8097\/6621\/products\/img_9cd7a2cf-c990-4cb8-8cdb-6f31c23a6155.jpg?v=1649381610","url":"https:\/\/sureshotbooks.com\/products\/selling-is-hard-buying-is-harder-how-buyer-enablement-drives-digital-sales-and-shortens-the-sales-cycle-9781632992949","provider":"SureShot Books Publishing LLC","version":"1.0","type":"link"}