Presales Podcast by Presales Collective

124. How a Buyer Enablement Approach to Deal Review Improves Forecasting w/Garin Hess

Oct 3, 2022

31:09

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Highlights

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Episode notes

Is Your Buying Process Linear?

02:31

How a Buyer Enablement Approach to Deal Review Improves Forecasting

01:43

Deal Reviews - Do You Have a Story?

05:41

Introduction

2min

Pre-Sales Collective Launches Two Training and Enablement Programs

3min

How a Buyer Enablement Approach to Deal Review Improves Forecasting

2min

The Fundamental Difference in a Buyer Enablement Approach to Sales

2min

Is It Fundamental to Buyer Enablement?

4min

The Difference Between Champion and Cheerleader

2min

Is Your Buying Process Linear?

3min

Are You Predicting and Forecasting Deals?

3min

Deal Reviews - Do You Have a Story?

6min

10.

Demo Automation

3min

11.

Selling Through Champions Is Critically Important for Buyer Enablement

3min

On the PreSales Podcast, James Kaikis and Garin Hess connect on "How a Buyer Enablement Approach to Deal Review Improves Forecasting." Garin, Author of Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle and CEO/Founder of Consensus, discusses how sales teams need to make buying easier by equipping champions to sell within their organization. Garin also provides stories and very tactical advice to deal review that will better forecasting within an organization.

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