Selling Is Hard. Buying Is Harder
How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
by:
Garin Hess
Summary:
The book provides insights into the challenges buyers face during the purchasing process and offers strategies for sales professionals to facilitate a smoother buying experience. It emphasizes the importance of buyer enablement, detailing techniques to help buyers make decisions more efficiently, thereby accelerating the sales cycle.
Key points:
1. Buyer Enablement: Simplify the buying process by giving customers the necessary information and support to make decisions easily.
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