"It’s important to note that a majority of B2B sales reps miss a huge opportunity every day. This is usually not based on a lack of intelligence, but on a flaw within many...
read moreConsensus Buying is Stalling Solution Selling and Disrupting Go to Market Strategy
by Garin Hess | Feb 15, 2016 | b2b, ceb, sales, b2b sales, challenger sale, challenger customer
It Is Not Enough to Have a Sales Champion
by Garin Hess | Oct 15, 2015 | buyer enablement, b2b, ceb global, ceb, sales, b2b sales, mobilizer, challenger sale, buying consensus, challenger customer
You did it. You finally found a person in the company who is genuinely excited to talk to you about your solution. But guess what? That’s not enough anymore.
read moreIt’s not you, it’s them: 5.4 stakeholders create group buying dysfunction
by Garin Hess | Oct 08, 2015 | b2b, ceb global, ceb, sales, ceb summit, b2b sales, challenger sale, challenger customer
If you had a hunch your B2B sales job was getting more difficult, new research proves you’re right.
read more