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

10/03/22 • 31 min

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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123. The Six Demo Types (Audio - PSC Webinar)

Research shows that what buyers want most from vendors are product demos. But what type of demo should we deliver at each stage of the buyer journey?

‍Many PreSales professionals categorize demos into two types: the standard demo and the technical demo.

‍In reality, there are six critical types of demos that most stakeholders in the buying group must go through to reach a decision.

Knowing what the buyer is thinking and the problems they are trying to solve at each stage of the buying process is key to understanding what type of demo to deliver. In this webinar, we discuss the six essential types of demos, their recommended content, recommended length, and who should be leading them.

We'll also discuss the role demo automation can play--where it is useful and where you should avoid it. J

Hear from Garin Hess, author of "Selling is Hard. Buying is Harder." and Founder of Consensus on leveraging each of the demo types to make your PreSales team more effective.

Next Episode

125. Two Years & 125 Episodes Later: A Conversation with James Kaikis

On the PreSales Podcast, Mattie Stremic connects with James Kaikis to discuss “Two Years & 125 Episodes Later”. The podcast has experienced incredible success over the last several years with almost 167,000 listens, an immense amount of topics, and guests from all around the world. For this episode, Mattie asked James to discuss the history of this podcast, how elevated voices to the profession, and the lessons he’s learned over the years.