Garin Hess

Recent Posts

CleanTelligent: SaaS Company Gets Consensus and Increases Close Rates 20%

CleanTelligent is a widely successful software company. Still, they experienced some sales obstacles including giving repetitive product demos that didn’t address real business challenges and having inconsistent messaging from one sales rep to another. They were able to solve these problems with Consensus and see impressive results. Read the full success story to see how.

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The Essential Guide to Shortening the Sales Cycle

Any salesperson that works with mid-market or enterprise clients knows the pain of a long sales cycle. When decisions are being made that will impact a company for months or even years down the road, there is a level of review that must be performed in order to feel comfortable with a purchase decision. In this guide, we’ll discuss the typical barriers a salesperson will encounter and how...

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Generate More Sales-Ready Leads with Intelligent Marketing Demos

Instead of bogging down your live sales conversations with repetitive and generic product information, an Intelligent Automated Demo gives each decision maker a personalized demo experience that is custom made for what interests them, helping you spend less time doing demos and more time having closing conversations.

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The Essential Guide to Giving the Perfect Sales Demo

In this guide, we outline what has worked for a variety of different software and technology companies, including tailoring your demos to each individual prospect, developing frameworks to focus on prospect challenges, and more. We show how automating the repetitive aspects of your sales demo helps engage your prospects and helps get consensus and sell the entire buying group.

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The Truth About Breaking and Building Mental Models

To build B2B buying consensus, you don’t need to continually refine how customers perceive you. What customers need is a significantly more refined view of how they perceive themselves.

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Stories About Passion and Entrepreneurship from CEO Garin Hess

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CEB: Show Buyers that the Pain of the Same is Greater than the Pain of Change

You’ve got your potential customer listening. Now what? It’s time to talk about your amazing solution, right? And tell them how great it’s been for other customers? Sure, you could do that.

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4 Things I Learned from My Mistakes at Zinch

By Sid Krommenhoek, Managing Partner at Peak Venture Capital, @krommenhoek

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3 Factors Driving Group Buying Consensus For B2B Sales

If your B2B sales process is anything like ours, your account development reps set a call with the first qualified contact they reach at a prospect company, that individual learns about and falls in love with your service and then signs up for it straight away—without involving anyone else.

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Emotional ROI, Part 2: Selling the Pain of Change

 

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