Think about the moment when you initially engage the interest of the buyer. How that's achieved has a lasting impact on a seller's ability to ultimately capture the order.
In enterprise sales, this is a moment that has to be replicated multiple times with multiple stakeholders.
While your sales process can keep you organized and proactive, the sale is ultimately distilled down to the sum of key moments in the mind(s) of the buyer(s).
In this webinar, you'll learn which moments matter most, as well as how to prepare and achieve those moments with each buyer and buying group. We'll discuss the role of technology and how this fits in with the industry's new and powerful focus on Buyer Enablement.
About the Presenters
Founder, The Sales House
I’ve been in sales for over four decades. My first sales job was selling women’s shoes at JC Penney. In my professional career I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. I closed hundreds of millions of dollars in products and services before starting my own company.
I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 140,000 people have signed up to follow the advice I share there. My podcast, Accelerate!, is on the top of every list of the best sales podcasts with nearly 2 million downloads to date. Accelerate! is also on INC’s list of the top leadership podcasts.
My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.
Founder & CEO, Consensus
Garin Hess is a serial entrepreneur with over 18 years of hands-on in-the-trenches experience. Garin has founded two software companies, two industry conferences, and a non-profit organization.
He is currently the founder and CEO of CONSENSUS, an interactive demo automation software company that helps sales organizations scale the presales function.
Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family. For Garin, nothing else beats a lazy morning cooking breakfast for his wife and three kids or trying hard to keep up with his son on the tennis court.