124. How a Buyer Enablement Approach to Deal Review Improves Forecasting w/Garin Hess
Presales Podcast by Presales Collective
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Is It Fundamental to Buyer Enablement?
Gann: I've been no stranger to talk about B2C buying behaviors bleeding into B2B. And some of the comments that resonated with me were, well, buyers need sellers, you know, they need to be told what to do. Is that contradictory to your approach and a position on buyer enablement or is it similar? Gann: The selling team has guided thousands as a collective group, thousands of customers and buyers through the buying process. Too many salespeople let the buyer decide how this buying process is going to go.
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