Research shows that only 7.7% of technical sellers are skilled at meeting the varying needs of the different stakeholders in the buying group. That means the vast majority are ill equipped to lead buyers through the complexity of the buying process.

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This results in longer sales cycles and lower close rates. In this session, Garin Hess will explore how technical sales teams (Presales and Sales together) can design and implement a buyer enablement strategy that creates a system that less experienced and less skilled sales engineers and sales reps can lean on to create a more consistent and effective buying experience, regardless of the individual talent of the individuals involved.

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