Selling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
Garin Hess
mrt 2021 · Greenleaf Book Group · Verteld door Gary Tiedemann
headphones
Audioboek
6 uur 50 min
Niet ingekort
family_home
Geschikt
info
Wil je een kosteloos voorbeeld van 45 min? Luister op elk gewenst moment, zelfs offline.
Toevoegen
Over dit audioboek
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-CTM 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.
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-CTM 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.
Dit audioboek beoordelen
Geef ons je mening.
Informatie over luisteren
Smartphones en tablets
Installeer de Google Play Boeken-app voor Android en iPad/iPhone. De app wordt automatisch gesynchroniseerd met je account en met de app kun je online of offline lezen, waar je ook bent.
Laptops en computers
Je kunt boeken die je op Google Play hebt aangeschaft, lezen via de webbrowser van je computer.
