What drives B2B sales more effectively—focusing on what you do as a presales or sales professional or on what your buyer does behind the scenes? The B2B buying process has become too complex, buyer today crave companies who make the process easier. This session guides sales and presales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
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 technical sales function. Garin is also the author of the Amazon best-selling book "Selling is Hard. Buying is Harder." Outside of work, he enjoys reading history, mountain biking, singing with and conducting community choirs, and spending time with his family.