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Selling is Hard. Buying is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
by
Enable Your Buyer for Faster B2B Sales
Garin Hess, the founder and CEO of Consensus, the leader in intelligent demo automation software, points out that when it comes to B2B sales effectiveness, the real challenge for salespeople is to get better at understanding and facilitating their customers’ buying group and buying process.
Sales teams can shorten sales cycles and incre ...more
Garin Hess, the founder and CEO of Consensus, the leader in intelligent demo automation software, points out that when it comes to B2B sales effectiveness, the real challenge for salespeople is to get better at understanding and facilitating their customers’ buying group and buying process.
Sales teams can shorten sales cycles and incre ...more
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Kindle Edition, 275 pages
Published
June 16th 2020
by River Grove Books
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Start your review of Selling is Hard. Buying is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
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 does an excellent job of articulating the benefits of identifying product champions and utilizing sound sales strategies to not only enhance closing ratios but to also shorten sales cycles.
Personally, ...more
“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 does an excellent job of articulating the benefits of identifying product champions and utilizing sound sales strategies to not only enhance closing ratios but to also shorten sales cycles.
Personally, ...more
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 ever easier. I took away many notes for a book that did not directly target me. Overall a good guide for anyone around sales that will show the process flipped on it's head. ...more
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 ever easier. I took away many notes for a book that did not directly target me. Overall a good guide for anyone around sales that will show the process flipped on it's head. ...more
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 an interesting solution.
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 and external factors influencing this behavior,
Thanks for the opportunity to read this book.
Unique read
I received this book from a Goodreads Giveaway. I appreciate the refreshing look at putting buyer enablement at the forefront of the sales process.
I received this book as a part of Goodreads Giveaway. It gives adobe on what you can do to complete more business deals with more focus on helping the buyer.
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